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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status (Key Account Management: Tools & Techniques for Achieving Profitable)
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| List Price: | £30.00 |
| Price: | £24.00 & eligible for FREE Super Saver Delivery on orders over £5. Details |
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Average customer review:
Product Description
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.
Product Details
- Amazon Sales Rank: #45190 in Books
- Published on: 2008-05-03
- Original language: English
- Number of items: 1
- Binding: Paperback
- 368 pages
Editorial Reviews
Professor Malcolm McDonald, Cranfield School of Management
"A combination of clarity, enthusiasm, and common sense..reading this is a rewarding experience."
Winning Business
"Will help any business focus sales activities where they matter..this is the essential guide to global best practice."
Sales Force
"This accessible book on key account management provides a great deal of food for thought."
Customer Reviews
key Account Management
The first book I have read on the subject which provides real practical advice rather than lengthy waffle. I particularly liked the end of chapter 'Application Exercises'.
Unlike many books on this subject there is no repetitive regurgitation of the same facts in slightly different forms. Read the 379 pages with care, there are nuggets of wisdom on every one of them.
A must buy for both new and highly experienced Key Account Managers.
Key Account Management
The book arrived straight away which was extremely helpful as it was for a Uni assignment. The seller emailed me to confirm order and also to ensure that the product had been received. I am very happy with the service i received and would definatley buy from them again.
