Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status by Peter Cheverton

Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status by Peter Cheverton

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Key account management is central to any company's sales and marketing strategy. This practical guide offers a planning methodology for identifying, obtaining, retaining and developing key customers. It includes numerous diagrams, examples, techniques and action points.

Description

Details

Any organization's key accounts are its lifeblood. They must be won, cared for, nurtured and protected. But do you know who your key accounts are, what they want and how they view you? Does your whole business practise key account management or are you just selling? "Key Account Management" provides you with a set of practical tools that show you how to: identify your key accounts; implement a strategy for winning and keeping them; deliver added-value propositions with appropriate rewards; keep them out of the grasp of competitors; develop relationships that are mutually beneficial. Included in this fully updated second edition of "Key Account Management" is a free CD ROM containing tried and tested key account identification and selection software, and a framework for writing your key account plans.

Additional Information

Additional Information

SKU GOR007068876
Title Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status
Author By (author) Peter Cheverton
Condition WELLREAD
Binding Type Paperback
Publisher Kogan Page Ltd
Year Published 2001
Number of Pages 352
ISBN 10 074943595X
ISBN 13 9780749435950
Edition N/A
Prizes N/A
Cover Note: Book picture is for illustrative purposes only, actual cover or edition may vary.
Note: This is a used book. We do our best to provide good quality books for you to read, but there is no escaping the fact that it has been owned and read by someone else previously. Therefore it will show signs of wear and may be an ex library book.
Ex Library No
Description

Details

Any organization's key accounts are its lifeblood. They must be won, cared for, nurtured and protected. But do you know who your key accounts are, what they want and how they view you? Does your whole business practise key account management or are you just selling? "Key Account Management" provides you with a set of practical tools that show you how to: identify your key accounts; implement a strategy for winning and keeping them; deliver added-value propositions with appropriate rewards; keep them out of the grasp of competitors; develop relationships that are mutually beneficial. Included in this fully updated second edition of "Key Account Management" is a free CD ROM containing tried and tested key account identification and selection software, and a framework for writing your key account plans.
Additional Information

Additional Information

SKU GOR007068876
Title Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status
Author By (author) Peter Cheverton
Condition WELLREAD
Binding Type Paperback
Publisher Kogan Page Ltd
Year Published 2001
Number of Pages 352
ISBN 10 074943595X
ISBN 13 9780749435950
Edition N/A
Prizes N/A
Cover Note: Book picture is for illustrative purposes only, actual cover or edition may vary.
Note: This is a used book. We do our best to provide good quality books for you to read, but there is no escaping the fact that it has been owned and read by someone else previously. Therefore it will show signs of wear and may be an ex library book.
Ex Library No