MARC Record from Library of Congress

LEADER: 02279nam a22002898a 4500
001 2011034007
003 DLC
005 20110818162359.0
008 110818s2012 pau 001 0 eng
010 $a 2011034007
020 $a9780749463519
020 $a9780749462215
040 $aDLC$cDLC
042 $apcc
050 00 $aHF5438.8.K48$bC47 2012
082 00 $a658.8/04$223
100 1 $aCheverton, Peter.
245 10 $aKey account management :$btools and techniques for achieving profitable key supplier status /$cPeter Cheverton.
250 $a5th ed.
260 $aPhiladelphia, PA :$bKogan Page,$c2012.
263 $a1203
300 $ap. cm.
500 $aIncludes index.
505 0 $aForeword by professor Malcolm McDonald -- Acknowledgements -- Preface -- Preface to the fifth edition -- Definitions and purpose -- The key account approach -- Why key account management? -- The spectrum of KAM ambition -- What is a key account? -- What is key account management? -- Analysis: opportunity and value -- Knowing the market, knowing your value -- Knowing the people, knowing your value -- Relationship management -- From "bow-ties" to "diamonds" -- Decision mapping and contact strategies -- The good, the bad, the sad, and the ugly -- Achieving key supplier status -- The purchasing revolution -- Supply chain management : seeking value -- Purchasing organization : rationalization and centralization -- Supplier positioning : managing suppliers -- Achieving strategic supplier status -- Being of strategic value -- How are they growing? -- How do they aim to win? -- What drives them? -- A shared future? -- The value proposition -- The customer's total business experience -- The customer's activity cycle -- Measuring the value -- Making the proposal -- Planning & joint planning -- The key account plan -- Joint planning -- Targeting -- Customer classification -- Customer distinction -- Global account management -- Making it happen -- Sins and requirements -- Leadership and organization -- The skills required -- The role of information technology -- Measuring customer profitability -- The implementation plan -- Training and getting further help -- Index.
650 0 $aSelling$xKey accounts.
650 0 $aMarketing$xKey accounts.
650 0 $aCustomer services.