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

Cheverton, Peter

Brossura

ISBN 10: 0749469404 ISBN 13: 9780749469405

Casa editrice: Kogan Page, 2020

Riassunto

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.

Su questo libro

Recensione:

A combination of clarity, enthusiasm and common sense... reading this is a rewarding experience. Professor Malcolm McDonald, Emeritus Professor, Cranfield School of Management --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 --Winning Business

For those who are embarking on key account management from a major project perspective then this is a good introduction....it has good information and guidance on how to select your key accounts and the overall key account management process. Getting to Grips with Key Account Management; Kim Tasso's Blog --Getting to Grips with Key Account Management; Kim Tasso's Blog

Descrizione del libro:

Focuses on practical implementation rather than the theory of account management

Helps boost account management effectiveness with practical tools including new and updated online resources

Brings the elements of key account management together to help practitioners form and implement their own strategy

Online resources: Helpful templates, guides for students and lecturers, and self tests

Su questa edizione

• Editore: Kogan Page
• Data di pubblicazione: 2020
• ISBN 10: 0749469404
• ISBN 13: 9780749469405
• Rilegatura: Copertina flessibile
• Numero edizione: 6
• Numero di pagine: 416