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Key Account Management

The Route to Profitable Key Supplier Status

Key Account Management by Peter Cheverton
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US$ 14.99
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Any organisation’s major clients, or its key accounts, are its lifeblood. They must be wooed, won, cared for, nurtured and protected. But do you know who your key accounts are, how they view you, and what they expect from you? Do you practice genuine key account management or simply give your customers labels?

This book provides you with the strategic context and the practical tools in order to implement a key account strategy. Using live examples of good and bad practice to provide insights and warnings, this book shows you how to:

  • Manage the future
  • Identify the real opportunities within your key accounts
  • Manage and develop the customer relationship
  • Measure customer profitability
  • Assess the impact of the purchasing revolution
  • Provide value propositions
  • Achieve Key Supplier Status
  • Implement KAM internally – as a cross business function
  • Identify your key accounts
  • Develop entry strategies based on the customer’s decision making process
  • Prepare a key account plan
  • Kogan Page; Read online
    Title: Key Account Management
    Author: Peter Cheverton

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