TY  - BOOK
AU  - Woodburn, Diana
AU  - Wilson, Kevin
TI  - Handbook of strategic account management: : a comprehensive resource
SN  - 9781118509081
AV  - HF5438.8.K48 W66 2014
PY  - 2014///
CY  - Chichester, West Sussex
PB  - Wiley
KW  - Selling
KW  - Key accounts
KW  - Customer relations
KW  - Marketing
KW  - Sales management
N1  - Includes bibliographical references (pages 555-604) and index; MSc International Business: Unit 5. Managing Business Operations Globally
N2  - A complete compilation of the established knowledge in strategic account managementThough companies expend tremendous effort to upkeep electronic and social media and mass marketing, they often overlook the value of strategic account management (SAM). This handbook is a compilation of papers that address researched knowledge of SAM across the academic community. Filling a void in the existing academic literature, Handbook of Strategic Account Management identifies key issues awaiting exploration. Each paper includes an overall summary of the tenets of SAM and a list of references, creating an indispensable resource for academic readers, students, and researchers. Written by an editing team with experience teaching SAM in company workshops, both of whom are members of SAMA, which has more than 3,000 members and bases in the United States and Europe Includes contributions from all over the world representing the balanced, researched body of knowledge in SAM Those looking to enhance their companies' relationships and bolster their businesses need look no further than this comprehensive collection of the latest knowledge in SAM
ER  -