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

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( su 23 valutazioni fornite da Goodreads )
 
9780749469405: Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status

Any organization's key accounts are its lifeblood. Key Account Management puts forward a unique yet straightforward planning methodology for identifying, obtaining, retaining and developing key customers.  Key account management focuses on the long-term investment of resources -- both in terms of product quality and account managers -- into a customer that can offer an exceptional return on resources.  But which are the key accounts? Are they the ones growing the fastest? The ones who are most financially secure? Or are they the ones who shout the loudest?

Now in its sixth edition, 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 key supplier status. With new material to reflect latest best practice, and new online resources, it stands alone as the premier book on managing key customers.

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

About the Author:

Peter Cheverton is founding Director of INSIGHT Marketing and People, a global training and consulting firm specializing in the development of customer-focused business strategies, with a strong focus on Key Account Management and Business Leadership. He has developed an international reputation as one of the leading experts in these challenging areas, working hands-on with clients around the world. He is author of Key Marketing Skills, Global Account Management and Key Account Management in Financial Services (Kogan Page).

Review:

"[P]resents a planning methodology for identifying, obtaining, retaining, and developing key customers." (Journal of Economic Literature)

“A good overview of analytical tools, sound advice on strategy, timely warnings and...software and planning tools... We highly recommend this book to anyone with an interest in key corporate sales.” (getAbstract, Inc.)

"The essential guide to global best practice." (Winning Business)

"A combination of clarity, enthusiasm, and common sense...reading this is a rewarding experience." (Professor Malcolm McDonald Cranfield School of Management)

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ISBN 10: 0749469404 ISBN 13: 9780749469405
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Descrizione libro Condizione libro: New. Depending on your location, this item may ship from the US or UK. Codice libro della libreria 97807494694050000000

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Descrizione libro Kogan Page Ltd, United Kingdom, 2015. Paperback. Condizione libro: New. 6th Revised edition. Language: English . Brand New Book. 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 key supplier status. With coverage of latest best practice including IT s role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers. Key Account Management is also supported by a number of online resources, including helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed. Codice libro della libreria AA99780749469405

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Descrizione libro Kogan Page Ltd, United Kingdom, 2017. Paperback. Condizione libro: New. 6th Revised edition. Language: English . Brand New Book. 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 key supplier status. With coverage of latest best practice including IT s role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers. Key Account Management is also supported by a number of online resources, including helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed. Codice libro della libreria AA99780749469405

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Descrizione libro 2015. PAP. Condizione libro: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Codice libro della libreria KS-9780749469405

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Descrizione libro Kogan Page 2015-02-03, London, 2015. paperback. Condizione libro: New. Codice libro della libreria 9780749469405

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Descrizione libro Kogan Page, 2015. Condizione libro: New. 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. . 2015. Sixth Edition. Paperback. . . . . . Codice libro della libreria V9780749469405

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Descrizione libro Kogan Page Ltd, 2015. PAP. Condizione libro: New. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Codice libro della libreria F6-9780749469405

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Descrizione libro Kogan Page Ltd. Paperback. Condizione libro: new. BRAND NEW, Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status (6th Revised edition), Peter Cheverton, 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 key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers. Codice libro della libreria B9780749469405

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Descrizione libro Kogan Page. Condizione libro: New. 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. . 2015. Sixth Edition. Paperback. . . . . Books ship from the US and Ireland. Codice libro della libreria V9780749469405

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