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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status

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by Peter Cheverton
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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status by Peter Cheverton

An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated sixth 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. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers.

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Ebook Details
Pages: 416
Size: 5.8 MB
Publisher: Kogan Page
Date published:   2015
ISBN: 9780749469412 (DRM-EPUB)

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This product is listed in the following categories:

Nonfiction > Business & Economics > Management
Nonfiction > Business & Economics > Marketing
Nonfiction > Business & Economics > Sales & Selling

This author has products in the following categories:

Nonfiction > Business & Economics > Management
Nonfiction > Business & Economics > Sales & Selling
Nonfiction > Business & Economics > Marketing
Nonfiction > Business & Economics > Advertising & Promotion
Nonfiction > Business & Economics > International > Marketing
Nonfiction > Business & Economics > Leadership
Nonfiction > Business & Economics > Customer Service

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05/24/2017
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