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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
paperback
Published:
22 December, 2003
paperback
Published:
22 December, 2003
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Description
With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. 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. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Translated into five languages, it was also short-listed for Business Book of the Year in Sweden (2002). This new edition features: lots of new case studies; several new chapters; significant updates on Selecting Key Customers, Key Account plans and the use of IT; a new and updated CD ROM containing the Insight key account selection software and planning tools.
More Details
| Type | Book |
|---|---|
| ISBN13 | 9780749441692 |
| ISBN10 | 0749441690 |
| Number Of Pages | 368 |
| Item Weight | 878 g |
| Product Dimensions | 188 x 30 x 242 mm |
| Publisher / Reseller | Kogan Page |
| Format | paperback |
| Edition | 3 |
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Media Reviews
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. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management. Commerce and Industry
GoodReads Reviews
Author's Bio
Peter Cheverton Peter Cheverton is a Director of INSIGHT Marketing and People, an international training and consultancy firm specializing in marketing and key account management, with clients in fmcg, financial services, pharmaceuticals, speciality chemicals and IT. He is the author of Key Account Management, and Key Marketing Skills, both published by Kogan Page