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Most popular at the top

  • Key Account Managementby Peter Cheverton

    Kogan Page 2015; US$ 49.95

    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... more...

  • Global Account Managementby Peter Cheverton

    Kogan Page 2008; US$ 45.00

    Global Account Management shows you how to manage international business accounts, giving you the tools and techniques to look after the large accounts of big customers, in a world that is getting smaller. more...

  • Building the Value Machineby Peter Cheverton

    Kogan Page 2009; US$ 49.95

    This new title shows you how to turn your business into a "value machine" where its internal functions (such as sales and marketing) are aligned in order to work with key customers to create real value for both your customers and yourselves. more...

  • Key Account Managementby Peter Cheverton

    Kogan Page 2012; US$ 49.95

    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 provides tools for use in the real world. more...

  • Understanding the Professional Buyerby Peter Cheverton; Jan Paul Van der Velde

    Kogan Page 2010; US$ 44.95

    Understanding the Professional Buyer is a practical guide for sales professionals. Providing insight into the behaviour and strategies of buyers it Includes guidance on; motivations and rewards, purchasing analysis and negotiation. more...

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