Implementing Key Account Management: Designing Customer-Centric Processes for Mutual Growth
- ISBN-10
- 0749482761
- ISBN-13
- 9780749482763
- Category
- Business & Economics
- Pages
- 352
- Language
- English
- Published
- 2018-08-03
- Publisher
- Kogan Page Publishers
- Authors
- Javier Marcos, Mark Davies, Sue Holt
Description
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.
Get the book
Other editions
-
- 2018
- - pages
- Paperback
- Kogan Page
Similar books
-
Key Account Management: The Definitive Guide
By Malcolm McDonald, Diana Woodburn"This book is crammed with distilled, practical wisdom for key account managers and their directors.
-
The Seven Keys to Managing Strategic Accounts
By Sallie Sherman, Joseph Sperry, Samuel ReeseFinally we thank those at Miller Heiman with whom we have worked so closely: Sam Reese, Jason Buma, Jenna Poinier, Harry Magure, Ryan Olsen, and Erin Anderson. Without their efforts and feedback, this would have been a very different ...
-
Key Account Management: Strategies to Leverage Information,Technology, and Relationships to Deliver Value to Large Customers
By Joel Le Bon, Carl HermanThis book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts.
-
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
By Noel CaponTimely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.
-
Key Customers: How to Manage Them Profitably
By Malcolm McDonald, Diana Woodburn, Chartered Institute of MarketingThe very best state-of-the-art strategies are set out clearly in this book in a practical way that can be implemented in all organizations.
-
Key Account Management in Business-to-Business Markets: An Assessment of Its Economic Value
By Stefan Wenglerdirect cost calculation [Riebel 1956; Haag 1992; Plinke 2002]. This cost-earning ratio of each individual customer, which compares the surplus achieved with the costs directly caused by the same customer (Figure 13), is a much better ...
-
Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
By Peter ChevertonWith 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 ...
-
Successful Large Account Management
By Robert Bruce Miller, Tad Tuleja, Stephen E. HeimanThe ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme).
-
Key Customers: How to Manage Them Profitably
By Malcolm McDonald, Diana Woodburn, Beth RogersHutt, M., Johnston, W. and Ronchetto, J. (1985). Selling centres and buying centres: formulating strategic exchange patterns. J. Personal Selling Sales Manage., 5, 33–40. Jackson, B. B. (1985). Winning and Keeping Industrial ...
-
Handbook of Strategic Account Management: A Comprehensive Resource
By Kevin Wilson, Diana WoodburnMiller, D. &Friesen, P.H. (1984) A longitudinal study of the corporatelife cycle. Management Science.30(10), 1161–1183. Miller, D.,Hope, Q.,Eisenstat, R., Foote, N. & Galbraith, J. (2002) The problemof solutions: Balancing clients ...