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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status: Book by Peter Cheverton

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

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ISBN: 9780749469405    Publisher: Kogan Page Ltd Year of publishing: 2015     Format:  Paperback No of Pages: 384        Language: English
Any organization's key accounts are its lifeblood. Key Account Management, the definitive work on the subject, puts forward a unique yet straightforward planning methodology for identifying, obtaining,...Read more
Any organization's key accounts are its lifeblood. Key Account Management, the definitive work on the subject, 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 6th 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.
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About the author: Peter Cheverton
Peter Cheverton is Director of Insight Marketing & People, a leading international training and consultancy firm in KAM implementation, working in more... Read more
Peter Cheverton is Director of Insight Marketing & People, a leading international training and consultancy firm in KAM implementation, working in more than 30 countries, including Australia, Brazil, Canada, Russia, China, Singapore, India and the USA. He is the author of Key Marketing Skills and Global Account Management (both published by Kogan Page)
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Review:
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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