Overview

Very few books take the long-term, team-selling strategic view of key account management that this book takes. Focusing on implementation rather than theory, Key Account Management is a highly practical book with a unique yet simple planning methodology for identifying, obtaining, retaining, and developing key customers. Based on real and current experience of companies facing the KAM challenge, it provides tools for use in the real world that will help plan strategy.

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9780749463519

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Reviews

[P]resents a planning methodology for identifying, obtaining, retaining, and developing key customers. --Journal of Economic Literature Praise for the previous edition: A good overview of analytical tools, sound advice on strategy, timely warnings and...software and planning tools... We highly recommend this book to anyone with an interest in key corporate sales. - getAbstract.com

Praise for the previous edition: <br><br> A good overview of analytical tools, sound advice on strategy, timely warnings and...software and planning tools... We highly recommend this book to anyone with an interest in key corporate sales. - getAbstract.com

Author Information

Peter Cheverton is founding Director of INSIGHT Marketing and People, a global training and consulting firm specializing in the development of customer-focused business strategies, with a strong focus on Key Account Management and Business Leadership. He has developed an international reputation as one of the leading experts in these challenging areas, working hands-on with clients around the world. He is author of Key Marketing Skills, Global Account Management and Key Account Management in Financial Services (all published by Kogan Page).

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