Key Account Management by Peter Cheverton
Learn why when a unique yet simple methodology is effectively implemented, it can identify, win, retain and develop a company's key customers and accounts.
"A combination of clarity, enthusiasm and common sense.. reading this is a rewarding experience." * Professor Malcolm McDonald, Emeritus Professor, Cranfield School of Management *
"Will help any business focus their sales activities where they matter... this is the essential guide to global best practice." * Winning Business *
"For those who are embarking on key account management from a major project perspective then this is a good introduction....it has good information and guidance on how to select your key accounts and the overall key account management process." * "Getting to Grips with Key Account Management" Kim Tasso's Blog *
"A good overview of analytical tools, sound advice on strategy, timely warnings and software and planning tools. We highly recommend this book to anyone with an interest in key corporate sales." * getAbstract, Inc. *
"Presents a planning methodology for identifying, obtaining, retaining, and developing key customers." * Journal of Economic Literature *
"Will help any business focus their sales activities where they matter... this is the essential guide to global best practice." * Winning Business *
"For those who are embarking on key account management from a major project perspective then this is a good introduction....it has good information and guidance on how to select your key accounts and the overall key account management process." * "Getting to Grips with Key Account Management" Kim Tasso's Blog *
"A good overview of analytical tools, sound advice on strategy, timely warnings and software and planning tools. We highly recommend this book to anyone with an interest in key corporate sales." * getAbstract, Inc. *
"Presents a planning methodology for identifying, obtaining, retaining, and developing key customers." * Journal of Economic Literature *
Peter Cheverton is Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation, working in more than thirty countries including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, India, Italy, Korea, Malaysia, Mexico, Poland, Singapore, South Africa, Sweden, Switzerland, Taiwan, the United Kingdom and the United States, with a client list that includes some of the world's major blue chip companies. He is also the author of Understanding the Professional Buyer and Global Account Management (both published by Kogan Page).
| SKU | Unavailable |
| ISBN 13 | 9780749469405 |
| ISBN 10 | 0749469404 |
| Title | Key Account Management |
| Author | Peter Cheverton |
| Condition | Unavailable |
| Binding Type | Paperback |
| Publisher | Kogan Page Ltd |
| Year published | 2015-02-03 |
| Number of pages | 416 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |