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The Customer Continuum

Strategic Key Account Development. Irish management briefings

By (author) Deric McCann
Format: Paperback
Publisher: Oak Tree Press, Cork, Ireland
Published: 31st May 1998
Dimensions: h 230mm
ISBN-10: 1860760961
ISBN-13: 9781860760969
Barcode No: 9781860760969
This text examines how to determine which of your current or prospective accounts merit investment. It introduces a key account development and management mechanism which should help you to determine when an investment-intensive, relationship-based sales approach is appropriate.

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