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

CHEVERTON, Peter

Softcover

ISBN 10: 0749452773 ISBN 13: 9780749452773

Publisher: Kogan Page, 2008

Synopsis

<p><i><b>Key Account Management</b></i> 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.<br><br> 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.<br><br> With a CDROM containing ready-to-use application tools, <i><b>Key Account Management</b></i> has found a global resonance with business practitioners, whilst also establishing itself on many academic reading lists.</p>

About this title

About the Author

<b>Peter Cheverton</b> is a director of INSIGHT Marketing and People, now established as the leading international training and consultancy firm in Key and Global Account Management implementation. He is also the author of <i><b>Global Account Management</b></i>, <i><b>Key Account Management</b></i>, <i><b>Key Marketing Skills</b></i>,<b> <i>Key Account Management in Financial Services</i></b> and <i><b>Understanding Brands</b></i>, all published by Kogan Page.

Edition details

• Publisher: Kogan Page
• Publication date: 2008
• Language: English
• ISBN 10: 0749452773
• ISBN 13: 9780749452773
• Binding: Paperback
• Edition number: 4
• Number of pages: 400