000			01891cam a2200289 i 4500
001			18364876
005			20240919174026.0
008			141107s2015 enka 001 0 eng
010			_a 2014043313
020			_a9780749469405
040			_aDLC _beng _cDLC _erda
041			_aeng
042			_apcc
050	0	0	_aHF5438.8.K48 _bC47 2015
100			_aCheverton, Peter _913099 _eauthor
245	1	0	_aKey account management _b: tools and techniques for achieving profitable key supplier status _c/ Peter Cheverton.
250			_aSixth edition.
260			_aLondon ; _aPhiladelphia, PA : _bKogan Page, _c2015.
300			_avii, 397 pages : _billustrations ; _c24 cm
500			_aIncludes index.
520			_aAn 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.
526			_aMSc International Business: Unit 5. Managing Business Operations Globally
650		0	_aSelling _xKey accounts _99090
650		0	_aMarketing _xKey accounts _99091
650		0	_aCustomer services _93626
942			_2lcc
999			_c3175 _d3175