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

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    A Paperback / softback by Diana Woodburn, Malcolm McDonald

    £37.00

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      Book details

      Publisher John Wiley & Sons Inc
      Published 21 January 2011
      ISBN-13 9780470974155
      978-0470974155
      ISBN-10 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.

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