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

3,38 valoración promedio
( 24 valoraciones por Goodreads )
 
9780749469405: Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
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Críticas:

"A combination of clarity, enthusiasm and common sense... reading this is a rewarding experience." (Professor Malcolm McDonald, Emeritus Professor, Cranfield School of Management)

"Will help any business focus their sales activities where they matter... this is the essential guide to global best practice." (Winning Business)

"For those who are embarking on key account management from a major project perspective then this is a good introduction....it has good information and guidance on how to select your key accounts and the overall key account management process." ("Getting to Grips with Key Account Management" Kim Tasso's Blog 2013-04-25)

"A good overview of analytical tools, sound advice on strategy, timely warnings and software and planning tools. We highly recommend this book to anyone with an interest in key corporate sales." (getAbstract, Inc.)

"Presents a planning methodology for identifying, obtaining, retaining, and developing key customers." (Journal of Economic Literature)

Reseña del editor:

An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology.

This fully updated 6th edition of 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 coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers.

Key Account Management is also supported by a number of online resources, including helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed.

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Peter Cheverton
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ISBN 10: 0749469404 ISBN 13: 9780749469405
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Descripción Kogan Page Ltd, United Kingdom, 2017. Paperback. Condición: New. 6th Revised edition. Language: English . Brand New Book. An organization s key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated 6th edition of 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 coverage of latest best practice including IT s role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers. Key Account Management is also supported by a number of online resources, including helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed. Nº de ref. del artículo: AA99780749469405

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Descripción Kogan Page Ltd, United Kingdom, 2017. Paperback. Condición: New. 6th Revised edition. Language: English . Brand New Book. An organization s key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated 6th edition of 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 coverage of latest best practice including IT s role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers. Key Account Management is also supported by a number of online resources, including helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed. Nº de ref. del artículo: AA99780749469405

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Descripción Kogan Page Ltd, 2015. PAP. Condición: New. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Nº de ref. del artículo: F6-9780749469405

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Descripción Kogan Page 2015-02-03, London, 2015. paperback. Condición: New. Nº de ref. del artículo: 9780749469405

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Descripción Condición: New. Publisher/Verlag: Kogan Page | Tools and Techniques for Achieving Profitable Key Supplier Status | "An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated sixth edition of 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 coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers" | Format: Paperback | Language/Sprache: english | 720 gr | 241x170x20 mm | 416 pp. Nº de ref. del artículo: K9780749469405

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Descripción Kogan Page, 2015. Condición: New. Key Account Management is the definitive work on account management, showing how a unique yet simple methodology, effectively implemented, can identify, win, retain and develop a company's key customers. Num Pages: 416 pages, black & white illustrations. BIC Classification: KJMV7. Category: (P) Professional & Vocational; (U) Tertiary Education (US: College). Dimension: 241 x 169 x 23. Weight in Grams: 700. . 2015. 6th Edition. Paperback. . . . . . Nº de ref. del artículo: V9780749469405

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