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Responsable comptes clés : comprendre, sélectionner, gérer et développer les grands comptes

Author

Listed:
  • Catherine Pardo

    (EM - EMLyon Business School)

Abstract

Cet ouvrage vous propose conseils et méthodes pour mettre en place une gestion efficace des comptes clés. - Quels sont le profil et la mission du responsable ? - Comment sélectionner les clients comptes clés et établir la relation ? - Comment gérer l'équipe compte ? Comment élaborer le plan de compte ? Véritable outil d'aide à la gestion quotidienne des grands comptes de l'entreprise, cet ouvrage s'avère également un précieux guide quant à la création et la réorganisation d'un service comptes clés.This work presents the necessary methods and advice for setting up efficient key accounts: Is it necessary to create positions (even a service) dedicated to the key accounts of your company? How are customer key accounts selected? What profile and what assignment should the person in charge have? How is an account team managed? How should the account plan be designed? This is an undeniable tool for the daily management of company's major accounts. This work also turns out to be a precious guide in the creation and reorganisation of a key account service.

Suggested Citation

  • Catherine Pardo, 2004. "Responsable comptes clés : comprendre, sélectionner, gérer et développer les grands comptes," Post-Print hal-02298043, HAL.
    • Handle: RePEc:hal:journl:hal-02298043
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