000			01496nam a22001937a 4500
008			241119b |||||||| |||| 00| 0 eng d
020			_a9780749469405 _qpbk
041			_aeng
082			_a658.804 _bCHE
100			_aCheverton, Peter
245			_aKey account management _b: tools and techniques for achieving profitable key supplier status _c/ Peter Cheverton
250			_a6th ed.
260			_aLondon _bKogan Page _c2015
300			_avii, 397 p. _b: ill. _c; 24 cm
504			_aBiblio
520			_aAn 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.
650			_aManagement
942			_cREF
999			_c565868 _d565868