"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.
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.About the Author:
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).
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Descrizione libro Kogan Page, 2008. Paperback. Condizione libro: New. 4th. Codice libro della libreria DADAX0749452773
Descrizione libro Kogan Page, 2008. Paperback. Condizione libro: Brand New. 4th edition. 379 pages. 9.50x7.50x1.00 inches. In Stock. Codice libro della libreria zk0749452773
Descrizione libro Kogan Page, 2008. Paperback. Condizione libro: New. book. Codice libro della libreria 0749452773
Descrizione libro Condizione libro: Brand New. Book Condition: Brand New. Codice libro della libreria 97807494527731.0