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
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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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Cheverton, Peter
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Descripción Kogan Page, 2016. Paperback. Condición: New. PRINT ON DEMAND Book; New; Publication Year 2016; Not Signed; Fast Shipping from the UK. No. book. Nº de ref. del artículo: ria9780749479053_lsuk

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Peter Cheverton
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Descripción Kogan Page Ltd, United Kingdom, 2016. Hardback. Condición: 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. del artículo: APC9780749479053

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Peter Cheverton
Publicado por Kogan Page Ltd, United Kingdom (2016)
ISBN 10: 0749479051 ISBN 13: 9780749479053
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Descripción Kogan Page Ltd, United Kingdom, 2016. Hardback. Condición: 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. del artículo: APC9780749479053

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Cheverton, Peter
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Descripción Kogan Page. Hardcover. Condición: New. 0749479051 Special order direct from the distributor. Nº de ref. del artículo: ING9780749479053

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