عنوان

Key account management

شابک

9780749469405 (paperback)

شماره

41253

زبان متن نوشتاري يا گفتاري و مانند آن

eng

عنوان اصلي

Key account management

ساير اطلاعات عنواني

:tools and techniques for achieving profitable key supplier status

نام نخستين پديدآور

/ Peter Cheverton

وضعيت ويراست

Sixth edition.

محل نشرو پخش و غیره

United States

نام ناشر، پخش کننده و غيره

: Koganpage

تاریخ نشرو بخش و غیره

, 2015.

نام خاص و کميت اثر

vii, 397 pages

ساير جزييات

: illustrations

ابعاد

; 24 cm

متن يادداشت

Language: انگلیسی

متن يادداشت

Print

متن يادداشت

Includes index.

متن يادداشت

"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"--Provided by publisher. Machine generated contents note: 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 valuePart Three Relationship management -- 08 From 'bow-ties' to 'diamonds' -- 09 Decision mapping and contact strategies -- 10 The good, the bad, the sad and the uglyPart 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 suppliersPart 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 activity cycle -- 22 Measuring the value - securing the reward -- 23 Making the proposalPart Seven Planning and joint planning -- 24 The key account plan -- 25 Joint planningPart Eight Targeting -- 26 Customer classifi cation -- 27 Customer distinction -- 28 Global Account ManagementPart Nine Making it happen -- 29 Sins and requirements -- 30 Leadership and organization -- 31 Skills, attitudes and behaviours -- 32 The role of information technology -- 33 Measuring customer profi tability -- 34 The implementation plan -- 35 Training and further helpIndex For free online support material please go to the Kogan Page website: www.koganpage.com/KAM6.

عنصر شناسه ای

Selling--Key accounts

عنصر شناسه ای

Marketing--Key accounts

عنصر شناسه ای

Customer services

عنصر شناسه ای

BUSINESS & ECONOMICS / Marketing / General.--bisacsh

عنصر شناسه ای

BUSINESS & ECONOMICS / Sales & Selling.--bisacsh

عنصر شناسه ای

BUSINESS & ECONOMICS / Management.--bisacsh

شماره

مستند نام اشخاص تاييد نشده

Cheverton, Peter

وضعیت فهرست نویسی

old catalog