Overview
Key Account Management is a highly practical book with a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers - the lifeblood of any organization. Fully re-written to reflect the most recent trends and challenges, this new 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 the only book which focuses on implementation rather than theory. Based on real and current experience of companies facing the challenge, it provides tools for use in the real world that will help you to plan your own strategy as you proceed. The case studies span the full breadth of the KAM experience: FMCG, Retail, B2B, Petrochemical, Speciality Chemical, Service Industry, Pharmaceutical, IT and Financial Services. With a CDROM containing ready-to-use application tools, Key Account Management has found a global resonance with business practitioners, whilst also establishing itself on many academic reading lists.
Full Product Details
Author: Peter Cheverton
Publisher: Kogan Page Ltd
Imprint: Kogan Page Ltd
Edition: 4th Revised edition
Dimensions:
Width: 19.10cm
, Height: 2.30cm
, Length: 24.70cm
Weight: 0.773kg
ISBN: 9780749452773
ISBN 10: 0749452773
Pages: 400
Publication Date: 03 May 2008
Audience:
College/higher education
,
Professional and scholarly
,
Tertiary & Higher Education
,
Professional & Vocational
Replaced By: 9780749463519
Format: Paperback
Publisher's Status: Out of Print
Availability: In Print
Limited stock is available. It will be ordered for you and shipped pending supplier's limited stock.
Reviews
A good overview of analytical tools, sound advice on strategy, timely warnings and even a CD with software and planning tools... We highly recommend this book to anyone with an interest in key corporate sales. - getAbstract.com
“A good overview of analytical tools, sound advice on strategy, timely warnings and even a CD with 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 Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation, working in 30+ countries including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, Italy, Mexico, Poland, Singapore, South Africa, Switzerland, Taiwan, UK & USA. His clients include some of the world's major blue chip companies such as AstraZeneca, Dow Corning, DuPont, ICI, P&O and PPG. He is also the author of Key Marketing Skills and Global Account Management, (both published by Kogan Page).
