An edition of Key account management
(2012)
Key account management
tools and techniques for achieving profitable key supplier status
5th ed.
by Peter Cheverton
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Subjects
Marketing, Selling, Key accounts, Customer services| Edition | Availability |
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Key account management: tools and techniques for achieving profitable key supplier status
2012, Kogan Page
in English
- 5th ed.
0749463511 9780749463519
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Book Details
Table of Contents
Foreword 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.
Edition Notes
Includes index.
Classifications
The Physical Object
ID Numbers
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| October 20, 2011 | Created by LC Bot | import new book |