Key Account Management by Peter Cheverton

Key Account Management by Peter Cheverton

With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Translated into five languages, it was also short-listed for Business Book of the Year in Sweden (2002). This new edition features: lots of new case studies; several new chapters; significant updates on Selecting Key Customers, Key Account plans and the use of IT; a new and updated CD ROM containing the Insight key account selection software and planning tools.

"Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subjectThis is one of very few books to take the long-term, team-selling strategic view of Key Account Management." * Commerce and Industry *

Peter Cheverton Peter Cheverton is a Director of INSIGHT Marketing and People, an international training and consultancy firm specializing in marketing and key account management, with clients in fmcg, financial services, pharmaceuticals, speciality chemicals and IT. He is the author of Key Account Management, and Key Marketing Skills, both published by Kogan Page

SKU	Nicht verfügbar
ISBN 13	9780749441692
ISBN 10	0749441690
Titel	Key Account Management
Autor	Peter Cheverton
Buchzustand	Nicht verfügbar
Bindungsart	Paperback
Verlag	Kogan Page Ltd
Erscheinungsjahr	2003-12-22
Seitenanzahl	368
Hinweis auf dem Einband	Die Abbildung des Buches dient nur Illustrationszwecken, die tatsächliche Bindung, das Cover und die Auflage können sich davon unterscheiden.
Hinweis	Nicht verfügbar