The High-Performing Key Account Manager: Creating Sustained Value with Strategic Customers (Paperback or Softback)

Marcos, Javier

ISBN 10: 1398620300 / ISBN 13: 9781398620308

Edité par Kogan Page 6/24/2025, 2025

A propos de cet article

The High-Performing Key Account Manager: Creating Sustained Value with Strategic Customers.

N° de réf. du vendeur BBS-9781398620308

Détails bibliographiques

• Titre: The High-Performing Key Account Manager: Creating Sustained Value with Strategic Customers (Paperback or Softback)
• Éditeur: Kogan Page 6/24/2025
• Date de parution: 2025
• Langue: anglais
• ISBN à 10 chiffres: 1398620300
• ISBN à 13 chiffres: 9781398620308
• Reliure: Paperback or Softback
• État de l'article: New
• Poids: 1,62 livre
• Type de livre: Book

A propos de ce titre

Synopsis

Explore the core knowledge and capabilities required for key account managers to deliver and sustain profitable relationships and drive growth with strategic customers. In a rapidly changing economic environment, the role of a key account manager is now more important than ever due to the value they provide to the business and the profitable growth they enable. The High-Performing Key Account Manager demonstrates what core competencies and skills a key account manager needs to succeed, such as how to develop long-lasting relationships, how to build trust with key customers and how to foster value-based sales solutions. This book also establishes what organizational support they require in order to create the right conditions for high-performance account management including guidance on how to lead and influence, build teams and enhance cross-functional collaboration. With real-world examples from leading companies such as Siemens, Caterpillar, Honeywell Group and CISCO Systems, this highly practical guide provides the strategies and tactics required to overcome common challenges, capitalize on emerging opportunities and enable key account managers to perform at the highest level.

À propos de l?auteur

Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of Implementing Key Account Management, published by Kogan Page. Rodrigo Guesalaga is Professor of Marketing at Universidad Alberto Hurtado, Chile. He is co-author of Implementing Key Account Management, published by Kogan Page. Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales. Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.