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

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9780749479053: Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status

Any organization's key accounts are its lifeblood. Key Account Management 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 sixth 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 is founding Director of INSIGHT Marketing and People, a global training and consulting firm specializing in the development of customer-focused business strategies, with a strong focus on Key Account Management and Business Leadership. He has developed an international reputation as one of the leading experts in these challenging areas, working hands-on with clients around the world. He is author of Key Marketing Skills, Global Account Management and Key Account Management in Financial Services (Kogan Page).

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Cheverton, Peter
Editorial: Kogan Page (2016)
ISBN 10: 0749479051 ISBN 13: 9780749479053
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Descripción Kogan Page, 2016. Paperback. Estado de conservación: New. PRINT ON DEMAND Book; New; Publication Year 2016; Not Signed; Fast Shipping from the UK. No. book. Nº de ref. de la librería ria9780749479053_lsuk

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Descripción Hardback. Estado de conservación: New. Not Signed; 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?. book. Nº de ref. de la librería ria9780749479053_rkm

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Peter Cheverton
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ISBN 10: 0749479051 ISBN 13: 9780749479053
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Descripción Kogan Page Ltd, United Kingdom, 2016. Hardback. Estado de conservación: New. 6th Revised edition. Language: English . Brand New Book ***** Print on Demand *****.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. de la librería APC9780749479053

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Descripción Estado de conservación: New. Nº de ref. de la librería ria9780749479053_ing

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Descripción Kogan Page Ltd, United Kingdom, 2016. Hardback. Estado de conservación: New. 6th Revised edition. Language: English . Brand New Book ***** Print on Demand *****. 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. de la librería APC9780749479053

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Descripción Kogan Page. Hardcover. Estado de conservación: New. 0749479051 Special order direct from the distributor. Nº de ref. de la librería ING9780749479053

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Descripción 2016. Hardcover. Estado de conservación: New. Hardcover. 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 .Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability. 416 pages. 0.890. Nº de ref. de la librería 9780749479053

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