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Any organization's key accounts are its lifeblood. Key Account Management puts forward a unique yet straightforward planning methodology for identifying, obtaining, retaining and developing key customers. Key account management focuses on the long-term investment of resources -- both in terms of product quality and account managers -- into a customer that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones who are most financially secure? Or are they the ones who shout the loudest?
Now in its sixth edition, 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 new material to reflect latest best practice, and new online resources, it stands alone as the premier book on managing key customers.
- Sales Rank: #1551595 in Books
- Published on: 2015-02-28
- Original language: English
- Number of items: 1
- Dimensions: 9.61" h x .85" w x 6.69" l, .0 pounds
- Binding: Paperback
- 416 pages
Review
"The essential guide to global best practice." (Winning Business)
"A combination of clarity, enthusiasm, and common sense...reading this is a rewarding experience." (Professor Malcolm McDonald Cranfield School of Management)
“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.)
"[P]resents a planning methodology for identifying, obtaining, retaining, and developing key customers." (Journal of Economic Literature)
About the Author
Peter Cheverton is founding Director of INSIGHT Marketing and People, a global training and consulting firm specializing in the development of customer-focused business strategies, with a strong focus on Key Account Management and Business Leadership. He has developed an international reputation as one of the leading experts in these challenging areas, working hands-on with clients around the world. He is author of Key Marketing Skills, Global Account Management and Key Account Management in Financial Services (Kogan Page).
Most helpful customer reviews
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Five Stars
By Jan
The best work on KAM
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Four Stars
By joseph
Good book
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