Key Account Management

Name: Key Account Management
Brand: Unknown
SKU: 9780749469405
Price: 118.0 NZD
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Tools and Techniques for Achieving Profitable Key Supplier Status

By Peter Cheverton

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Summary

Key Account Management by Peter Cheverton is a comprehensive guide on effectively managing and maintaining relationships with an organisation's most critical clients. It delves into strategic approaches for identifying key accounts, building long-lasting relationships, and creating value that benefits both the business and the client. The book offers practical insights and case studies to help businesses implement successful account management strategies.
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Format: Paperback / softback

$118⁰⁰

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Key Account Management

$118⁰⁰

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?

You might enjoy this book if you're looking to gain strategic insight into managing key business relationships effectively. It's ideal for professionals seeking to enhance their understanding of customer-centric strategies and improve long-term business growth through successful client management. Perfect for those interested in applying practical tools and techniques to solidify and maximise key account potential.

Learn 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

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

Collections

Business & Entrepreneurship Marketing & Sales Non-Fiction Peter Cheverton

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).