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Key account management : tools and t...

Cheverton, Peter

Key account management : tools and techniques for achieving profitable key supplier status

紀錄類型:	書目-語言資料,印刷品 : 單行本
副題名:	tools and techniques for achieving profitable key supplier status
作者:	ChevertonPeter,
出版地:	Philadelphia, PA
出版者:	Kogan Page;
出版年:	2012
版本:	5th ed.
面頁冊數:	xx, 376 p.ill. : 24 cm.;
標題:	Customer services -
標題:	Marketing - Key accounts -
標題:	Selling - Key accounts -
附註:	Includes index
ISBN:	978-0-7494-6351-9
內容註:	Foreword by professor Malcolm McDonald Acknowledgements Preface Preface to the fifth edition Definitions and purpose The key account approach Why key account management? The spectrum of KAM ambition What is a key account? What is key account management? Analysis: opportunity and value Knowing the market, knowing your value Knowing the people, knowing your value Relationship management From "bow-ties" to "diamonds" Decision mapping and contact strategies The good, the bad, the sad, and the ugly Achieving key supplier status The purchasing revolution Supply chain management : seeking value Purchasing organization : rationalization and centralization Supplier positioning : managing suppliers Achieving strategic supplier status Being of strategic value How are they growing? How do they aim to win? What drives them? A shared future? The value proposition The customer's total business experience The customer's activity cycle Measuring the value Making the proposal Planning & joint planning The key account plan Joint planning Targeting Customer classification Customer distinction Global account management Making it happen Sins and requirements Leadership and organization The skills required The role of information technology Measuring customer profitability The implementation plan Training and getting further help Index

Key account management : tools and techniques for achieving profitable key supplier status
Cheverton, Peter

Key account management : tools and techniques for achieving profitable key supplier status / Peter Cheverton - 5th ed.. - Philadelphia, PA : Kogan Page, 2012. - xx, 376 p. ; ill. ; 24 cm..
Foreword by professor Malcolm McDonald.
Includes index.
ISBN 978-0-7494-6351-9ISBN 978-0-7494-6221-5ISBN 0-7494-6351-1ISBN 0-7494-6221-3
Customer servicesMarketingSelling -- Key accounts -- Key accounts

Key account management : tools and techniques for achieving profitable key supplier status
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