Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad.

The very best state-of-the-art strategies are set out clearly in this book in a practical way that can be implemented in all organizations.In particular 'Key Customers' looks at:* why has key account management become so critical to ...

To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald.

"This book is crammed with distilled, practical wisdom for key account managers and their directors.

Understand the essentials of Key Account Management through this clear, concise and no-nonsense guide.

The book provides a thorough, workmanlike template for all businesses with global clients.

This is one of them.” “You’ll find your eye skimming over facts and figures; you’ll see charts and diagrams; you’ll find strategic models. That’s the kind of book we need.