Key Account Management
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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.
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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.
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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 ...
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Key Account Management: Learning from Supplier and Customer Perspectives
By Malcolm McDonald, Chartered Institute of Marketing, Beth RogersKey account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad.
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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.
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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
By Peter ChevertonWith new material to reflect latest best practice, and new online resources, it stands alone as the premier book on managing key customers.
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Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status
By Peter ChevertonThis is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM).
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Key Account Management: Maximizing Profitability from Major Customers
By John RockThe effective management of key accounts is the major ingredient in the success or failure of most organisations.
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Key Account Management: A Complete Action Kit of Tools & Techniques for Achieving Profitable Key Supplier Status
Key Account Management provides you with a set of practical tools that show you how to: * Identify Your Key Accounts; * Implement A Strategy For Winning And Keeping Them; * Deliver Added-Value Propositions With Appropriate Rewards; * Keep ...
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Key Account Management: The Route to Profitable Key Supplier Status
By Peter ChevertonKey Account Management (KAM) is central to any company's sales and marketing strategy. This practical handbook puts forward a planning methodology for identifying, obtaining, retaining and developing key customers.
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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
By Peter ChevertonVery few books take the long-term, team-selling strategic view of KAM that this book takes, and it is the only book which focuses on implementation rather than theory.