{"product_id":"key-account-management-tools-and-techniques-for-achieving-profitable-key-supplier-status-9780749469405","title":"Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status","description":"\u003cp\u003eAn organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? \u003cb\u003e\u003ci\u003eKey Account Management\u003c\/i\u003e\u003c\/b\u003e puts forward a straightforward and effective planning methodology. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003eThis fully updated 6th edition of \u003cb\u003e\u003ci\u003eKey Account Management\u003c\/i\u003e\u003c\/b\u003e takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries\/markets approach key account management, it stands alone as the premier book on managing key customers. \u003cp\u003e\u003c\/p\u003e\u003cb\u003eOnline resources\u003c\/b\u003e include helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Peter Cheverton\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Kogan Page\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 02\/24\/2015\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 416\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.45lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.61h x 6.69w x 0.85d\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9780749469405\u003cbr\u003e\u003cp\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cb\u003ePeter Cheverton\u003c\/b\u003e is founding Director of INSIGHT Marketing and People, a global training and consulting firm specializing in the development of customer-focused business strategies, with a strong focus on Key Account Management and Business Leadership. He has developed an international reputation as one of the leading experts in these challenging areas, working hands-on with clients around the world. He is author of \u003ci\u003eKey Marketing Skills, Global Account Management\u003c\/i\u003e and \u003ci\u003eKey Account Management in Financial Services\u003c\/i\u003e (Kogan Page).\u003cbr\u003e\u003c\/p\u003e","brand":"Kogan Page","offers":[{"title":"Paperback","offer_id":40121783943283,"sku":"9.78E+12","price":48.95,"currency_code":"EUR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0555\/9255\/0515\/products\/img_a68cf0f8-6667-464f-a4ca-1d6952ffb875.jpg?v=1653747559","url":"https:\/\/bookstorenmore.com\/en-de\/products\/key-account-management-tools-and-techniques-for-achieving-profitable-key-supplier-status-9780749469405","provider":"Bookstore N More","version":"1.0","type":"link"}