Description

Book Synopsis
This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts.

Table of Contents
Foreword by Martin Lamb.

Acknowledgements.

The purpose of this book.

Before you read this book!

List of figures and tables.

1 The crucial role of key account management.

2 Selecting and categorizing key customers.

3 Relationship stages.

4 Developing key relationships.

5 The buyer perspective.

6 Key account profitability.

7 Key account analysis.

8 Planning for key accounts.

9 Processes - making key account management work.

10 The role and requirements of key account managers.

11 Performance and rewards in KAM.

12 Organizing for key account management.

13 Transitioning to KAM.

Further reading.

Integrated fast track.

Mini-cases.

Index.

Key Account Management

    Product form

    £37.00

    Includes FREE delivery

    RRP £38.95 – you save £1.95 (5%)

    Order before 4pm tomorrow for delivery by Tue 21 Jul 2026.

    A Paperback / softback by Diana Woodburn, Malcolm McDonald

    1 in stock

      Trusted by thousands of customers. See 2,385+ Customer Reviews

      View other formats and editions of Key Account Management by Diana Woodburn

      Publisher: John Wiley & Sons Inc
      Publication Date: Publication Date: 21/01/2011
      ISBN13: 9780470974155, 978-0470974155
      ISBN10: 047097415X
      Also in:
      Business, Finance & Law Sales and marketing

      Description

      Book Synopsis
      This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts.

      Table of Contents
      Foreword by Martin Lamb.

      Acknowledgements.

      The purpose of this book.

      Before you read this book!

      List of figures and tables.

      1 The crucial role of key account management.

      2 Selecting and categorizing key customers.

      3 Relationship stages.

      4 Developing key relationships.

      5 The buyer perspective.

      6 Key account profitability.

      7 Key account analysis.

      8 Planning for key accounts.

      9 Processes - making key account management work.

      10 The role and requirements of key account managers.

      11 Performance and rewards in KAM.

      12 Organizing for key account management.

      13 Transitioning to KAM.

      Further reading.

      Integrated fast track.

      Mini-cases.

      Index.

      Recently viewed products

      © 2026 Book Curl

        • American Express
        • Apple Pay
        • Diners Club
        • Discover
        • Google Pay
        • Maestro
        • Mastercard
        • PayPal
        • Shop Pay
        • Union Pay
        • Visa

        Login

        Forgot your password?

        Don't have an account yet?
        Create account