Key Account Management

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

By Peter Cheverton
Kogan Page January 2012

Specifications

ISBN-13
9780749463519
Publisher
Kogan Page
Publication
January 2012
Format
Paperback , 400 pages
Jurisdiction
International ? Countri(es) for reference only

Details

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.

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.

About the Author

Peter Cheverton is Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation, working in 30+ countries. His clients include some of the world's major blue chip companies such as AstraZeneca, Dow Corning, DuPont, ICI, P&O and PPG. He is the author of Key Marketing Skills and Global Account Management.

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