TITLE

Customer-Supplier Partnering: A Strategy Whose Time Has Come

AUTHOR(S)
Napolitano, Lisa
PUB. DATE
September 1997
SOURCE
Journal of Personal Selling & Sales Management;Fall97, Vol. 17 Issue 4, p1
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Examines historically the evolution of customer-supplier relations, focusing on the importance of a national account management program and key elements of a national accounts strategy. Increased involvement of organizations in the creation of strategic partnerships; Information on competitive advantages which result. INSET: The right accounts: Partnering selection criteria..
ACCESSION #
9711160289

 

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