Peter Cheverton - Key Account Management : Tools and Techniques for Ac

New Store Stock
About this Item

The item is a book Paperback
The Author Name is Peter Cheverton
The Title is Key Account Management : Tools and Techniques for Achieving Profitable Key Supplier Status

Condition New

Other Comments
New Store Stock
Content Language - English
Category - BUSINESS & ECONOMICS / Sales & Selling / General
BUSINESS & ECONOMICS / Marketing / General
BUSINESS & ECONOMICS / Management


Product Description -
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 6th 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. Online resources include helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed.

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