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Key account management : tools and techniques for achieving profitable key supplier status
Cheverton, Peter
Key account management : tools and techniques for achieving profitable key supplier status / Peter Cheverton - 6th ed. - London Kogan Page 2015 - vii, 397 p. : ill. ; 24 cm
Includes bibliographical references
An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated sixth edition of 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 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 alone as the premier book on managing key customers.
9780749469405
Management
658.804 / CHE
Key account management : tools and techniques for achieving profitable key supplier status / Peter Cheverton - 6th ed. - London Kogan Page 2015 - vii, 397 p. : ill. ; 24 cm
Includes bibliographical references
An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated sixth edition of 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 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 alone as the premier book on managing key customers.
9780749469405
Management
658.804 / CHE