TY  - BOOK
AU  - Cheverton, Peter
TI  - Key account management: : tools and techniques for achieving profitable key supplier status
SN  - 9780749469405
AV  - HF5438.8.K48 C47 2015
PY  - 2015///
CY  - London, Philadelphia, PA
PB  - Kogan Page
KW  - Selling
KW  - Key accounts
KW  - Marketing
KW  - Customer services
N1  - Includes index; MSc International Business: Unit 5. Managing Business Operations Globally
N2  - An 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? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated sixth edition of Key Account Management 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
ER  -