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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
Peter Cheverton
€ 52.99
€ 47.24
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Description for Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
Paperback. Key Account Management is the definitive work on account management, showing how a unique yet simple methodology, effectively implemented, can identify, win, retain and develop a company's key customers. Num Pages: 416 pages, black & white illustrations. BIC Classification: KJMV7. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 241 x 169 x 23. Weight in Grams: 700.
An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving ... Read more
An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving ... Read more
Product Details
Publisher
Kogan Page Ltd
Format
Paperback
Publication date
2015
Condition
New
Number of Pages
416
Place of Publication
London, United Kingdom
ISBN
9780749469405
SKU
V9780749469405
Shipping Time
Usually ships in 7 to 11 working days
Ref
99-50
About Peter Cheverton
Peter Cheverton is Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation, working in more than thirty countries including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, India, Italy, Korea, Malaysia, Mexico, Poland, Singapore, South Africa, Sweden, Switzerland, Taiwan, the United Kingdom and the United States, ... Read more
Reviews for Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
"A combination of clarity, enthusiasm and common sense... reading this is a rewarding experience."
Professor Malcolm McDonald, Emeritus Professor, Cranfield School of Management
"Will help any business focus their sales activities where they matter... this is the essential guide to global best practice."
Winning Business
"For those who are embarking on key account management from ... Read more
Professor Malcolm McDonald, Emeritus Professor, Cranfield School of Management
"Will help any business focus their sales activities where they matter... this is the essential guide to global best practice."
Winning Business
"For those who are embarking on key account management from ... Read more