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Key account management : tools and techniques for achieving profitable key supplier status

Author: Peter Cheverton
Publisher: London ; Philadelphia, PA : Kogan Page, 2012.
Edition/Format:   Print book : English : 5th edView all editions and formats
Summary:

Key Account Management contains unique methodology for identifying, obtaining, retaining and developing key customers. The only KAM books that focuses on implementation rather than theory, it  Read more...

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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Peter Cheverton
ISBN: 9780749463519 0749463511 9780749462215 0749462213
OCLC Number: 724662115
Description: xx, 376 pages : illustrations ; 24 cm
Contents: 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.
Responsibility: Peter Cheverton.
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"[P]resents a planning methodology for identifying, obtaining, retaining, and developing key customers." --Journal of Economic Literature "Praise for the previous edition: ""A good overview of Read more...

 
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