Key Account Management

[!front cover!] "The essential guide to global best practice." Winning Business Key Account Management TOOLS AND TECHNIQUES FOR ACHIEVING PROFITABLE KEY SUPPLIER STATUS 4th edition Peter Cheverton Includes online key account selection and planning tools [!spine!] Key Account Management 4th edition Peter Cheverton [!KP logo!] [!back cover!] "A combination of clarity, enthusiasm, and common sense... reading this is a rewarding experience." Professor Malcolm McDonald, Cranfield School of Management "Will help any business focus sales activities where they matter... this is the essential guide to global best practice." Winning Business "This accessible book on key account management provides a great deal of food for thought." Sales Force "Peter has helped us build strong relationships with major clients by implementing the kind of KAM strategies outlined in this excellent book." Johan Elink Schuurman, Quest International, Director, Management Training "Provides a good overview of analytical tools, sound advice on strategy, timely warnings and even planning tools... getAbstract.com highly recommends this book to anyone with an interest in key corporate sales." www.getAbstract.com Any organization's key accounts are its lifeblood. Key Account Management, the definitive work on the subject, puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. This is one of very few books to take a long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Completely revised and updated with lots of new material to reflect the latest best practice, this fourth edition will reinforce its standing as the premier book on the subject. This new edition also features online key account selection and planning tools. [!author photo!] Peter Cheverton is Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation. It works in more than 30 countries including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, India, Italy, Malaysia, Mexico, Poland, Russia, Singapore, South Africa, Sweden, Switzerland, Taiwan, the United Kingdom and the United States, and its client list includes some of the world's major blue-chip companies. He is also the author of Key Marketing Skills and Global Account Management (both published by Kogan Page). [!KP logo!] [!Insight logo!] 30.00 US $60.00 ISBN 978 0 7494 5277 3 [!insert barcode!] Subject category: Marketing Kogan Page 120 Pentonville Road London N1 9JN United Kingdom www.koganpage.com Kogan Page US 525 South 4th SCheverton, Peter is the author of 'Key Account Management' with ISBN 9780749452773 and ISBN 0749452773.