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

Cheverton, Peter

 
9780749469405: Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
Couverture souple
ISBN 10 : 0749469404 ISBN 13 : 9780749469405
Editeur : Kogan Page, 2020

Synopsis

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.

Online resources include helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l?auteur

Peter Cheverton is Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation, working in more than thirty countries including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, India, Italy, Korea, Malaysia, Mexico, Poland, Singapore, South Africa, Sweden, Switzerland, Taiwan, the United Kingdom and the United States, with a client list that includes some of the world's major blue chip companies. He is also the author of Understanding the Professional Buyer and Global Account Management (both published by Kogan Page).

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Kogan Page
Date d'édition
2020
Langue
anglais
ISBN 10 
0749469404
ISBN 13 
9780749469405
Reliure
Broché
Numéro d'édition
6
Nombre de pages
416
Coordonnées du fabricant
non disponible
Personne responsable
gpsr@libri.de
gpsr@libri.de

Friedensallee 273
Hamburg
22763
Allemagne

Autres éditions populaires du même titre

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

Edition présentée

ISBN 10 :  0749479051 ISBN 13 :  9780749479053
Editeur : Kogan Page Ltd, 2016
Couverture rigide