The High-Performing Key Account Manager
Kogan Page Ltd (Verlag)
9781398620308 (ISBN)
Looking to develop the skills and strategies needed to excel as a key account manager and drive profitable growth?
The High-Performing Key Account Manager is a practical, aspirational guide tailored for mid-career professionals eager to build credibility and lead strategic customer relationships. This book offers proven models and actionable tools to help you develop core competencies, foster trust and implement value-based sales solutions that deliver measurable results.
You'll learn how to:
- Apply principles for building long-lasting, profitable customer relationships
- Implement strategies to build trust and deliver value-driven sales solutions
- Optimize organizational support by enhancing leadership, teamwork and collaboration
- Learn from real-world examples including Siemens, Caterpillar, Honeywell and CISCO
- And develop the skills to navigate challenges and capitalize on emerging market opportunities
Equip yourself with the frameworks and insights needed to perform at the highest level and advance your career in key account management.
Themes include: Key account management, strategic customer relationships, sales strategy, leadership, cross-functional collaboration, career development
Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of Implementing Key Account Management, published by Kogan Page. Rodrigo Guesalaga is Professor of Marketing at Universidad del Desarrollo, Chile. He is co-author of Implementing Key Account Management, published by Kogan Page. Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales. Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.
Chapter - 01: Introduction: succeeding in increasingly complex customer relations
Section - ONE: Network and Ecosystems-Wide Capabilities: Identifying opportunities for sustained value creation
Chapter - 02: Strategizing and Planning
Chapter - 03: Researching and Seeking Value-Creation Opportunities
Chapter - 04: Managing Information and Conducting Financial Analysis
Chapter - 05: Embracing technology and digitalisation
Section - TWO: Inter-Organisational Capabilities: Fostering High-Value Relationships with Strategic Customers
Chapter - 06: Developing Lasting Relationships
Chapter - 07: Engaging, Communicating and Building Trust with Key Customers
Chapter - 08: Fostering Value-Based Selling and Co-Creating Solutions
Chapter - 09: Negotiating And Designing Supplier-Customer Partnerships
Section - THREE: Intra-Organisational Capabilities: Creating the Conditions for High-Performance Account Management
Chapter - 10: Promoting Customer Centricity
Chapter - 11: Building Teams and Enhancing Cross-Functional Collaboration
Chapter - 12: Achieving Top Management Involvement and Support
Chapter - 13: Leading And Influencing Both with And Without Authority
Chapter - 14: Conclusion: Enhancing Your Performance as Key Account Manager
| Erscheinungsdatum | 30.05.2025 |
|---|---|
| Verlagsort | London |
| Sprache | englisch |
| Maße | 156 x 234 mm |
| Gewicht | 632 g |
| Themenwelt | Sachbuch/Ratgeber ► Beruf / Finanzen / Recht / Wirtschaft ► Wirtschaft |
| Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb | |
| Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management | |
| ISBN-13 | 9781398620308 / 9781398620308 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
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