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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status (Key Account Management: Tools & Techniques for Achieving Profitable)

Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status (Key Account Management: Tools & Techniques for Achieving Profitable)

by PeterCheverton (Author)

  • Used

    Paperback 2008

    $3.29
Synopsis

Key Account Management is a highly practical book with a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers - the lifeblood of any organization. Fully re-written to reflect the most recent trends and challenges, this new edition will reinforce its standing as the premier book on the subject. Very few books take the long-term, team-selling strategic view of KAM that this book takes, and it is the only book which focuses on implementation rather than theory. Based on real and current experience of companies facing the challenge, it provides tools for use in the real world that will help you to plan your own strategy as you proceed. The case studies span the full breadth of the KAM experience: FMCG, Retail, B2B, Petrochemical, Speciality Chemical, Service Industry, Pharmaceutical, IT and Financial Services. With a CDROM containing ready-to-use application tools, Key Account Management has found a global resonance with business practitioners, whilst also establishing itself on many academic reading lists.

$3.29

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Quantity

2 in stock

More Information

Format: Paperback
 Pages: 368
 Edition: 4th Edition
 Publisher: Kogan Page
Published: 03 May 2008
ISBN 10: 0749452773
ISBN 13: 9780749452773
Book Overview: Key Account Management contains unique methodology for identifying, obtaining, retaining and developing key customers. The only KAM book that focuses on implementation rather than theory, it provides tools for use in the real world.

Media Reviews
A good overview of analytical tools, sound advice on strategy, timely warnings and even a CD with software and planning tools... We highly recommend this book to anyone with an interest in key corporate sales. - getAbstract.com
A good overview of analytical tools, sound advice on strategy, timely warnings and even a CD with software and planning tools We highly recommend this book to anyone with an interest in key corporate sales. getAbstract.com
Author Bio
Peter Cheverton is Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation, working in 30+ countries including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, Italy, Mexico, Poland, Singapore, South Africa, Switzerland, Taiwan, UK & USA. His clients include some of the world's major blue chip companies such as AstraZeneca, Dow Corning, DuPont, ICI, P&O and PPG. He is also the author of Key Marketing Skills and Global Account Management, (both published by Kogan Page).