Implementing Key Account Management: Designing Customer-Centric Processes for Mutual Growth - Couverture souple

Marcos, Javier; Davies, Mark; Guesalaga, Rodrigo; Holt, Sue

Couverture souple

ISBN 10 : 0749482753 ISBN 13 : 9780749482756

Editeur : Kogan Page, 2018

Synopsis

Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies.

Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.

A propos du livre

À propos des auteurs

Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. Prior to his career in academia, he worked for Unilever in management positions in Spain and in the UK and was the Director of Custom Programmes, Executive Education, and Senior Faculty at the University Cambridge, Judge Business School. He is the author of Implementing Key Account Management, also published by Kogan Page.

Dr Rodrigo Guesalaga is a Professor of Marketing at the Universidad Alberto Hurtado, Chile. Previously, he was Dean of the School of Economics at Universidad Finis Terrae in Chile, Associate Professor and Director of the Strategic Sales Diploma at Pontificia Universidad Católica de Chile, and Senior Lecturer at Cranfield University, UK, where he led the Key Account Management Forum and the Sales Directors' Programme. He has also been invited to teach Universidad de los Andes in Chile, Vlerick Business School in Belgium, University of Eastern Finland, and University of Miami, US. He is the author of Implementing Key Account Management, also published by Kogan Page.

Sue Holt is the Director of Cranfield's flagship Open Programme on Key Account Management and is Co-Director of the Key Account Management Forum. Based in Cranfield, UK, she has over 20 years' experience in lecturing, research, and consultancy. She is also the author of Implementing Key Account Management, also published by Kogan Page.

Détails de l'édition

• Éditeur: Kogan Page
• Date d'édition: 2018
• Langue: anglais
• ISBN 10: 0749482753
• ISBN 13: 9780749482756
• Reliure: Broché
• Nombre de pages: 352
• Coordonnées du fabricant: non disponible
• Personne responsable: gpsr@libri.de; gpsr@libri.de; ; Friedensallee 273; Hamburg; 22763; Allemagne