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Key Account Management
Tools and Techniques for Achieving Profitable Key Supplier Status
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Key Account Management
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Book Hero Magic created this recommendation. While it's new and still learning, it may not be perfect - your feedback is welcome! IS THIS YOUR NEXT READ?
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See moreLearn why when a unique yet simple methodology is effectively implemented, it can identify, win, retain and develop a company's key customers and accounts.
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
Book Hero Magic formatted this description to make it easier to read. While it's new and
still learning, it may not be perfect - your
feedback is welcome!
Description
An organisation'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 the latest best practice including IT's role in account management, plus new case studies and 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.
Online resources include helpful templates, guides for students and lecturers, and self-tests to ensure that best practice is being followed.
Book Hero Magic summarised reviews for this book. While it's new and still learning, it may not be perfect - your feedback is welcome! HOW HAS THIS BEEN REVIEWED?
Key Account Management by Peter Cheverton is lauded for its clarity, enthusiasm, and common-sense approach, providing a rewarding reading experience. It serves as an essential guide, offering businesses insights on focusing sales activities effectively and aligning with global best practices. The book is praised as a valuable introduction for those new to key account management, showcasing analytical tools, strategic advice, and a planning methodology for managing key customers.
Book Details
INFORMATION
ISBN: 9780749469405
Publisher: Kogan Page Ltd
Format: Paperback / softback
Date Published: 03 February 2015
Country: United Kingdom
Imprint: Kogan Page Ltd
Edition: 6th Revised edition
Audience: Tertiary education, Professional and scholarly
DIMENSIONS
Spine width: 20.0mm
Width: 170.0mm
Height: 240.0mm
Weight: 700g
Pages: 416
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 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, with a client list that includes some of the world's major blue chip companies. He is also the author of Understanding the Professional Buyer and Global Account Management (both published by Kogan Page).
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