Key Account Management
Tools and Techniques for Achieving Profitable Key Supplier Status
5th Edition
Published on 3. January 2012
Book
Paperback/Softback
400 pages
978-0-7494-6351-9 (ISBN)
Description
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.
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.
More details
Edition
5th Revised edition
Language
English
Place of publication
London
United Kingdom
Target group
College/higher education
Professional and scholarly
Edition type
Revised edition
Product notice
Paperback (trade)
Dimensions
Height: 240 mm
Width: 171 mm
Thickness: 22 mm
Weight
686 gr
ISBN-13
978-0-7494-6351-9 (9780749463519)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Peter Cheverton
Key Account Management
Tools and Techniques for Achieving Profitable Key Supplier Status
Book
03/2016
6th Edition
Kogan Page Ltd
€167.40
Shipment within 10-20 days
Peter Cheverton
Key Account Management
Tools and Techniques for Achieving Profitable Key Supplier Status
Book
02/2015
6th Edition
Kogan Page Ltd
€56.50
Shipment within 10-20 days
Additional editions
Peter Cheverton
Key Account Management
Tools and Techniques for Achieving Profitable Key Supplier Status
Book
03/2016
6th Edition
Kogan Page Ltd
€167.40
Shipment within 10-20 days
Previous edition
Peter Cheverton
Key Account Management
Tools and Techniques for Achieving Profitable Key Supplier Status
Book
05/2008
4th Edition
Kogan Page Ltd
€57.14
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Person
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, (both Kogan Page).