Key account management : a complete action kit of tools and techniques for achieving profitable key supplier status af Peter Cheverton (Bog)

Forfatter: Peter Cheverton
Sprog: Engelsk
Antal sider: 356
Forlag: Kogan Page
Udgivelsesår: 2004
With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Translated into five languages, it was also short-listed for Business Book of the Year in Sweden (2002). This new edition features: lots of new case studies; several new chapters; significant updates on Selecting Key Customers, Key Account plans and the use of IT; a new and updated CD ROM containing the Insight key account selection software and planning tools.
Titel: Key account management : a complete action kit of tools and techniques for achieving profitable key supplier status
Udgave: 3rd Edition

Sammendrag: Bogen gennemgår konceptet key account management (KAM) som en langsigtet, strategisk tilgang til salg og kundesamarbejde. Den viser, hvordan virksomheder kan udvælge deres vigtigste kunder, opbygge dybe relationer og organisere interne ressourcer omkring disse kunder. Indholdet dækker analyse og segmentering af kundebasen, kriterier for valg af nøglekunder, udarbejdelse af key account planer, team selling, koordinering mellem salg, marketing og ledelse samt måling af resultater. Læseren får konkrete værktøjer, skemaer og cases, der illustrerer best practice inden for KAM på internationale markeder, suppleret af en CD-ROM med software til planlægning og key account selection.
Type: Paperback