Key Account Management - Cheverton, Peter

Peter Cheverton 

Key Account Management

A complete action kit of tools & techniques for achieving profitable key supplier status

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Produktinformation
  • Verlag: Kogan Page
  • Ausstattung/Bilder: XII, 356 p.
  • Seitenzahl: 356
  • Englisch
  • Abmessung: 24, 5 cm
  • Gewicht: 770g
  • ISBN-13: 9780749452773
  • ISBN-10: 0749452773
  • Best.Nr.: 23353599
“A good overview of analytical tools, sound advice on strategy, timely warnings and even a CD with software and planning tools… We highly recommend this book to anyone with an interest in key corporate sales.” – getAbstract.com
Praise for the previous edition: "A good overview of analytical tools, sound advice on strategy, timely warnings and...software and planning tools... We highly recommend this book to anyone with an interest in key corporate sales." - getAbstract.com

Inhaltsangabe

Part I: Definitions and purpose 1. The challenge Strategy or tactics? 2. Why Key Account Management: aggressive or defensive? The journey The reasons Your own journey The rewards Application exercise 3. What is a key account? An investment The perils of ‘sizeism’ The investment Does everybody know? Application exercise 4. What is Key Account Management? What’s in a word? Managing the future Where to start? The importance of balance Guessing, or making the future? Sanity checks A working definition The KAM model Application exercise Part II: Analysis: opportunity and value 5. Knowing the market, knowing your value The opportunity chain Complex networks Application exercise 6. Knowing the people, knowing your value The ‘opportunity snail’ Penetrating the snail Snails and your true value Putting ‘chains’ and ‘snails’ together Application exercise Part III: Relationship management 7. From ‘bowties’ to ‘diamonds’ Three approaches to selling

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Produktinformation
  • Verlag: Kogan Page
  • Ausstattung/Bilder: XII, 356 p.
  • Seitenzahl: 356
  • Englisch
  • Abmessung: 24, 5 cm
  • Gewicht: 770g
  • ISBN-13: 9780749452773
  • ISBN-10: 0749452773
  • Best.Nr.: 23353599
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