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Relationships - The Key to Effective Demand Planning in a Business-To-Business Environment

Thu, 04/07/2011 - 12:36pm
Oliver Wight

Relationships - The Key to Effective Demand Planning in a Business-To-Business Environment



Poor forecasts are often symptoms of poor customer relationships. This paper deals with the role of sales account managers in developing collaborative relationships with key customers. Sales needs to represent the company to the customer and the customer to the company.

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