Dr Javier Marcos, Mark Davies, Dr Rodrigo Guesalaga

Implementing Key Account Management

Designing Customer-Centric Processes for Mutual Growth

• Broschiertes Buch

Produktbeschreibung

Equip yourself with the tools, frameworks and approaches needed to successfully deploy key account management programmes.

Produktdetails

• Verlag: Kogan Page Ltd
• Artikelnr. des Verlages: 8326
• Seitenzahl: 352
• Erscheinungstermin: 28. August 2018
• Englisch
• Abmessung: 169mm x 244mm x 25mm
• Gewicht: 606g
• ISBN-13: 9780749482756
• ISBN-10: 0749482753
• Artikelnr.: 50431288

Autorenporträt

Mark Davies, Rodrigo Guesalaga, Sue Holt, Javier Marcos

Inhaltsangabe

Chapter
01: Introduction to implementing key account management; Section
PART ONE: Re
engaging strategic customers; Chapter
02: Adopting key account management; Chapter
03: Building customer understanding and value planning; Chapter
04: Developing customer relationships; Section
PART TWO: Developing winning offerings; Chapter
05: Creating compelling customer value propositions; Chapter
06: Co
creating value with key customers; Section
PART THREE: Designing customer
centric approaches and processes; Chapter
07: The role of the key account manager and the KAM team; Chapter
08: Measuring KAM performance; Chapter
09: Motivating, incentivizing and rewarding for KAM; Chapter
10: KAM and procurement: the buyer's perspective and value
based negotiation; Chapter
11: International key account management; Section
PART FOUR: Assessing your KAM programme: a framework; Chapter
12: The KAM Framework; Chapter
13: Epilogue: Final word on implementing KAM from a global practitioner at Unilever Food Solutions;