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1、KAMinFAFrontBoarda/w12/01/200510:18Page1KEY®ACCOUNTMANAGEMENTinFINANCIALSERVICEStoolsandtechniquesforbuildingstrongrelationshipswithmajorclientspetercheverton,timhughes,bryanfoss&merlinstoneIBMBusinessConsultingServicesKAMinFSHP12/01/20059:58Page1KEYACCOUNTMANAG
2、EMENTinFINANCIALSERVICESToCaroline–PeterChevertonToJean,LauraandAlec–TimHughesTomywifeandchildren,Carol,SimonandHelenandtoourextendedfamily–BryanFossTomywifeanddaughters,Ofra,MayaandTalya–MerlinStoneKAMinFSTP12/01/20059:58Page1KEYACCOUNTMANAGEMENTinFINANCIALSERV
3、ICEStoolsandtechniquesforbuildingstrongrelationshipswithmajorclientspetercheverton,timhughes,bryanfoss&merlinstone®LondonandSterling,VAPublisher’snoteEverypossibleefforthasbeenmadetoensurethattheinformationcontainedinthisbookisaccurateatthetimeofgoingtopress,and
4、thepublishersandauthorscannotacceptresponsibilityforanyerrorsoromissions,howevercaused.Noresponsibilityforlossordamageoccasionedtoanypersonacting,orrefrainingfromaction,asaresultofthematerialinthispublicationcanbeacceptedbytheeditor,thepublisheroranyoftheauthors
5、.FirstpublishedinGreatBritainandtheUnitedStatesin2004byKoganPageLimitedApartfromanyfairdealingforthepurposesofresearchorprivatestudy,orcriticismorreview,aspermittedundertheCopyright,DesignsandPatentsAct1988,thispublicationmayonlybereproduced,storedortransmitted,
6、inanyformorbyanymeans,withthepriorpermissioninwritingofthepublishers,orinthecaseofrepro-graphicreproductioninaccordancewiththetermsandlicencesissuedbytheCLA.Enquiriesconcerningreproductionoutsidethesetermsshouldbesenttothepublishersattheundermentionedaddresses:1
7、20PentonvilleRoad22883QuicksilverDriveLondonN19JNSterlingVA20166–2012UnitedKingdomUSAwww.kogan-page.co.uk©PeterCheverton,TimHughes,BryanFossandMerlinStone,2005TherightofPeterCheverton,BryanFoss,TimHughesandMerlinStonetobeiden-tifiedastheauthorsofthisworkhasbeena
8、ssertedbytheminaccordancewiththeCopyright,DesignsandPatentsAct1988.ISBN0749441879BritishLibraryCataloguing-in-PublicationDataACIPrecordforthisbookisavailablefromtheBr
