Key Account Management
Tools and Techniques for Achieving Profitable Key Supplier Status
Seiten
2012
|
5th Revised edition
Kogan Page Ltd (Verlag)
978-0-7494-6351-9 (ISBN)
Kogan Page Ltd (Verlag)
978-0-7494-6351-9 (ISBN)
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Key Account Management contains unique methodology for identifying, obtaining, retaining and developing key customers. The only KAM books that focuses on implementation rather than theory, it provides tools for use in the real world.
Key Account Management 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.
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.
Key Account Management 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.
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.
Peter Cheverton is Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation, working in 30+ countries. His clients include some of the world's major blue chip companies such as AstraZeneca, Dow Corning, DuPont, ICI, P&O and PPG. He is the author of Key Marketing Skills and Global Account Management, (both Kogan Page).
| Erscheint lt. Verlag | 3.1.2012 |
|---|---|
| Verlagsort | London |
| Sprache | englisch |
| Maße | 171 x 240 mm |
| Gewicht | 686 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-7494-6351-1 / 0749463511 |
| ISBN-13 | 978-0-7494-6351-9 / 9780749463519 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
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