Key Account Management
Tools and Techniques for Achieving Profitable Key Supplier Status
Seiten
2008
|
4th Revised edition
Kogan Page Ltd (Verlag)
978-0-7494-5277-3 (ISBN)
Kogan Page Ltd (Verlag)
978-0-7494-5277-3 (ISBN)
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Key Account Management contains unique methodology for identifying, obtaining, retaining and developing key customers. The only KAM book 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.
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.
With a CDROM containing ready-to-use application tools, Key Account Management has found a global resonance with business practitioners, whilst also establishing itself on many academic reading lists.
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.
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.
With a CDROM containing ready-to-use application tools, Key Account Management has found a global resonance with business practitioners, whilst also establishing itself on many academic reading lists.
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 including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, Italy, Mexico, Poland, Singapore, South Africa, Switzerland, Taiwan, UK & USA. 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 also the author of Key Marketing Skills and Global Account Management, (both published by Kogan Page).
| Erscheint lt. Verlag | 3.5.2008 |
|---|---|
| Verlagsort | London |
| Sprache | englisch |
| Maße | 191 x 247 mm |
| Gewicht | 773 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-7494-5277-3 / 0749452773 |
| ISBN-13 | 978-0-7494-5277-3 / 9780749452773 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
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