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Policy Publications is an independent research and publishing company which specialises in producing research reports that help managers develop world-class company performance.


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Developing Strategic Customers and Key Accounts

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Cover of: Developing Directors Developing Strategic Customers and Key Accounts
Author: John Hurcomb

Forget the myths about customer relationship management. This is what really happens. Based on research among 194 companies with a combined turnover of £70bn, this report shows what separates the most from the least successful when developing strategic customers and key accounts. The report provides statistical data on 108 key management activities and issues that enable you to identify priorities and benchmark your own companyís performance. Contains six full-length case studies. Essential for managers who realise itís the people factors which make CRM projects work.

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