Key Account Management: Tools And Techniques For Achieving Profitable Key Supplier Status

Description

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.

Promotion info

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.

Reviews

Praise for the previous edition:

"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.com

Author description

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).