Key Account Management : the Definitive Guide / [electronic resource] Woodburn, Diana. McDonald, Malcolm. Marketing Key accounts. Selling Key accounts. HF5438.8.K48 .W35 2012 658.8 658.804 6.1.1 Sustainable competitive advantage and key accounts. Includes bibliographical references and index. Print version record. ""This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling."" Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known autho. Chichester : Wiley, 2012. 2012. 2012 Text 1 online resource (498 pages) http://onlinelibrary.wiley.com/book/10.1002/9781119207252 eng Key Account Management : The Definitive Guide. Key Account Management : The Definitive Guide.