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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status by Peter Cheverton (Paperback, 2015)
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About this product
Product Information
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 6th 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. Online resources include helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed.Product Identifiers
PublisherKogan Page LTD
ISBN-139780749469405
eBay Product ID (ePID)209632680
Product Key Features
Number of Pages416 Pages
LanguageEnglish
Publication NameKey Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status
Publication Year2015
SubjectManagement
TypeTextbook
AuthorPeter Cheverton
FormatPaperback
Dimensions
Item Height240 mm
Item Weight700 g
Item Width170 mm
Additional Product Features
Country/Region of ManufactureUnited Kingdom
Title_AuthorPeter Cheverton
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