| Document Type
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BL
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| Record Number
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965880
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| Doc. No
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b720250
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| Main Entry
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Cheverton, Peter.
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| Title & Author
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Key account management : : tools and techniques for achieving profitable key supplier status /\ Peter Cheverton.
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| Edition Statement
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4th ed.
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| Publication Statement
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London ;Philadelphia :: Kogan Page,, 2008.
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| Page. NO
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1 online resource (xvii, 379 pages) :: illustrations
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| ISBN
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0749452773
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: 0749454385
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: 9780749452773
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: 9780749454388
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Foreword; Acknowledgements; Preface; Preface to the fourth edition; About the author; And it was all going so very well ... ; Part 1 Definitions and purpose; Part 2 Analysis: opportunity and value; Part 3 Relationship management; Part 4 Achieving key supplier status; Part 5 Achieving strategic supplier status; Part 6 The value proposition; Part 7 Targeting: customer classification and distinction; Part 8 Making it happen: preparing for KAM; Index.
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| Abstract
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'Key Account Management' is central to any company's sales and marketing strategy. This practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers.
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| Subject
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Customer services.
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| Subject
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Marketing-- Key accounts.
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| Subject
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Selling-- Key accounts.
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| Subject
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BUSINESS ECONOMICS-- Marketing-- Industrial.
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| Subject
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Customer services.
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| Subject
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Marketing-- Key accounts.
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| Subject
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Selling-- Key accounts.
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| Dewey Classification
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658.8/04
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| LC Classification
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HF5438.8.K48C47 2008eb
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