Key Account Management is a highly practical book with a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers - the lifeblood of any organization.
Fully re-written to reflect the most recent trends and challenges, this new edition will reinforce its standing as the premier book on the subject. Very few books take the long-term, team-selling strategic view of KAM that this book takes, and it is the only book which focuses on implementation rather than theory. Based on real and current experience of companies facing the challenge, it provides tools for use in the real world that will help you to plan your own strategy as you proceed. The case studies span the full breadth of the KAM experience: FMCG, Retail, B2B, Petrochemical, Speciality Chemical, Service Industry, Pharmaceutical, IT and Financial Services.
With a CDROM containing ready-to-use application tools, Key Account Management has found a global resonance with business practitioners, whilst also establishing itself on many academic reading lists.
- ISBN10 0749454385
- ISBN13 9780749454388
- Publish Date 3 May 2008 (first published 22 December 2003)
- Publish Status Permanently Withdrawn
- Out of Print 20 December 2012
- Publish Country GB
- Imprint Kogan Page Ltd
- Edition 4th Revised edition
- Format eBook (EPUB)
- Pages 400
- Language English