Office of Academic Resources
Chulalongkorn University
Chulalongkorn University

Home / Help

TitleKey account management : the definitive guide
Author Diana Woodburn and Malcolm McDonald
Imprint Chichester, West Sussex, U.K. : Wiley, 2011
Edition 3rd ed
Descript xx, 476 p. : ill. ; 25 cm


The crucial role of key account management -- Selecting and categorizing key customers -- Relationship stages -- Developing key relationships -- The buyer perspective -- Key account profitability -- Key account analysis -- Planning for key accounts -- Processes - making key account management work -- The role and requirements of key account managers -- Performance and rewards in KAM -- Organizing for key account management -- Transitioning to KAM

Selling -- Key accounts Marketing -- Key accounts

Sasin Library658.804 W884K 2011CHECK SHELVES

Chulalinet's Book Delivery Request


Office of Academic Resources, Chulalongkorn University, Phayathai Rd. Pathumwan Bangkok 10330 Thailand

Contact Us

Tel. 0-2218-2929,
0-2218-2927 (Library Service)
0-2218-2903 (Administrative Division)
Fax. 0-2215-3617, 0-2218-2907

Social Network


facebook   instragram