Key account management: tools and techniques for achieving profitable key supplier status

by Cheverton, Peter

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Title Statements

Full title :Key account management : tools and techniques for achieving profitable key supplier status / Peter Cheverton.

Summary

Any organization's key accounts are its lifeblood. This book puts forward a unique yet straightforward planning methodology for identifying, obtaining, retaining and developing key customers. Key account management focuses on the long-term investment of resources -- both in terms of product quality and account managers -- into a customer that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones who are most financially secure? Or are they the ones who shout the loudest? This edition 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 new material to reflect latest best practice, and new online resources, it stands alone as the premier book on managing key customers. --

Edition Statements

Publication Date:2015.
Edition:Sixth edition

Publication Statements

Publisher(s):Kogan Page
Place of Publication:London
Language:eng
Publication Date:2015.

Notes

Titre de l'écran-titre (visionné le 22 juil. 2015).

TRAITEMENT SOMMAIRE.

The Physical Object

Description:1 ressource en ligne (1 v.)

Edition Identifiers

ISBN:9780749469405, 0749469404, 9780749469412, 0749469412
oclc:ocn912378233
LC Classification:HF5438.8.K48
Dewey Decimal:658.8/04

About the author -- Foreword / by Professor Malcolm McDonald -- Preface -- Preface to the sixth edition -- Acknowledgements -- And it was all going so very well ... -- Part One Definitoins and purpose -- 01 The key account approach -- 02 Why Key Account Management? -- 03 The spectrum of KAM ambition -- 04 What is a key account? -- 05 What is Key Account Management? -- Part Two Analysis: opportunity and value -- 06 Knowing the market, knowing your value -- 07 Knowing the people, knowing your value -- Part Three Relationship management -- 08 From 'bow-ties' to 'diamonds' -- 09 Decision mapping and contact strategies -- 10 The good, the bad, the sad and the ugly -- Part Four Achieving key supplier status -- 11 The purchasing revolution -- 12 Supply chain management: seeking value -- 13 Purchasing organization: rationalization and centralization -- 14 Supplier positioning: managing suppliers -- Part Five Achieving strategic supplier status -- 15 Being of strategic value -- 16 How do they plan to grow? -- 17 How do they aim to win? -- 18 What drives them? -- 19 A shared future? -- Part Six The value proposition -- 20 The customer's total business experience -- 21 The customer's activit…

Subjects

Budgets de publicité Customer services Livres électroniques Livres numériques Management Marketing -- Key accounts Selling -- Key accounts Service à la clientèle verkoop Verkooporganisatie Verkooptechnieken Verkopen