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. Learn more about Amazon Prime. I also found the language used is one that could be easily identified by sales and marketing managers. The models used in the book appear decently practical and did not leave an impression on me of being theoretical and empirical.
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Brilliant Selling Jeremy Cassell. There's a problem loading this menu right now.
What will it take? 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. Measuring the value — securing the reward; Chapter - How do they aim to win?
Culture and values becoming a strategic supplier.
Customer classification; Chapter - The ones that are most financially secure? If you are a seller for this product, would you like to suggest updates through seller support?
Sign In Register Help Cart 0. Or are they the ones that shout the loudest? Getting More Stuart Diamond. What makes Biblio different? Part 5 Achieving strategic supplier status.
Sparad i dina bevakningar. The purchasing revolution;Chapter - Part 4 Achieving key supplier status.
Key Account Management
Key Account Management is a highly practical book with a unique yet simple managemeht methodology for identifying, obtaining, retaining and ;eter key customers - the lifeblood of any organization.
Key Account Management Eirik Petersen kr. The 10 step process. Making it happen; Chapter - Description An organization's key accounts are its lifeblood. Key account management focuses petre the long-term investment of resources in customers that can offer an exceptional return on resources.
Sponsored products related to this item. Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. Very few books take the long-term, team-selling strategic view of KAM that this book takes, and it is Buy with confidence, excellent customer service!
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Key Account Management : Peter Cheverton :
Achieving key supplier status; Chapter - What is a key account? Why Key Account Management? The good the bad the sad and the ugly. Writing the key account plan. Showing best matches Show all copies.