{"product_id":"key-account-management-9780749469405","title":"Key Account Management","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003ePeter Cheverton \u003c\/b\u003eis Director of Insight Marketing \u0026amp; People, now established as the leading international training and consultancy firm in KAM implementation, working in more than thirty countries including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, India, Italy, Korea, Malaysia, Mexico, Poland, Singapore, South Africa, Sweden, Switzerland, Taiwan, the United Kingdom and the United States, with a client list that includes some of the world's major blue chip companies. He is also the author of \u003ci\u003eUnderstanding the Professional Buyer\u003c\/i\u003e and \u003ci\u003eGlobal Account Management\u003c\/i\u003e (both published by Kogan Page).\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"A combination of clarity, enthusiasm and common sense... reading this is a rewarding experience.\" * Professor Malcolm McDonald, Emeritus Professor, Cranfield School of Management *\u003cbr\u003e\"Will help any business focus their sales activities where they matter... this is the essential guide to global best practice.\" * Winning Business *\u003cbr\u003e\"For  those who are embarking on key account management from a major project  perspective then this is a good introduction....it has good information and guidance on how to select  your key accounts and the overall key account management process.\" * \"Getting to Grips with Key Account Management\" Kim Tasso's Blog *\u003cbr\u003e\"A good overview of analytical tools, sound advice on strategy, timely warnings and software and planning tools. We highly recommend this book to anyone with an interest in key corporate sales.\" * getAbstract, Inc. *\u003cbr\u003e\"Presents a planning methodology for identifying, obtaining, retaining, and developing key customers.\" * Journal of Economic Literature *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003eSection - ONE:  Definitions and purpose;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: \tThe key account approach;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: \tWhy Key Account Management?;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: \tThe spectrum of KAM ambition;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: \tWhat is a key account?;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: \tWhat is Key Account Management?;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - TWO:  Analysis: opportunity and value;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 06: \tKnowing the market, knowing your value;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: \tKnowing the people, knowing your value;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - THREE:  Relationship management;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 08: \tFrom ‘bow-ties’ to ‘diamonds’;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: \tDecision mapping and contact strategies;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: \tThe good, the bad, the sad and the ugly;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - FOUR:  Achieving key supplier status;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 11: \tThe purchasing revolution;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: \tSupply chain management: seeking value;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: \tPurchasing organization: rationalization and centralization;\u003c\/li\u003e\n\u003cli\u003eChapter - 14: \tSupplier positioning: managing suppliers;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - FIVE:  Achieving strategic supplier status;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 15: \tBeing of strategic value;\u003c\/li\u003e\n\u003cli\u003eChapter - 16: \tHow do they plan to grow?;\u003c\/li\u003e\n\u003cli\u003eChapter - 17: \tHow do they aim to win?;\u003c\/li\u003e\n\u003cli\u003eChapter - 18: \tWhat drives them?;\u003c\/li\u003e\n\u003cli\u003eChapter - 19: \tA shared future?;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - SIX:  The value proposition;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 20: \tThe customer’s total business experience;\u003c\/li\u003e\n\u003cli\u003eChapter - 21: \tThe customer’s activity cycle;\u003c\/li\u003e\n\u003cli\u003eChapter - 22: \tMeasuring the value – securing the reward;\u003c\/li\u003e\n\u003cli\u003eChapter - 23: \tMaking the proposal;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - SEVEN:  Planning and joint planning;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 24: \tThe key account plan;\u003c\/li\u003e\n\u003cli\u003eChapter - 25: \tJoint planning;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - EIGHT:  Targeting;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 26: \tCustomer classification;\u003c\/li\u003e\n\u003cli\u003eChapter - 27: \tCustomer distinction;\u003c\/li\u003e\n\u003cli\u003eChapter - 28: \tGlobal Account Management;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - NINE:  Making it happen;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 29: \tSins and requirements;\u003c\/li\u003e\n\u003cli\u003eChapter - 30: \tLeadership and organization;\u003c\/li\u003e\n\u003cli\u003eChapter - 31: \tSkills, attitudes and behaviours;\u003c\/li\u003e\n\u003cli\u003eChapter - 32: \tThe role of information technology;\u003c\/li\u003e\n\u003cli\u003eChapter - 33: \tMeasuring customer profitability;\u003c\/li\u003e\n\u003cli\u003eChapter - 34: \tThe implementation plan;\u003c\/li\u003e\n\u003cli\u003eChapter - 35: \tTraining and further help\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":49404526559575,"sku":"9780749469405","price":37.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749469405.jpg?v=1730486727","url":"https:\/\/bookcurl.com\/products\/key-account-management-9780749469405","provider":"Book Curl","version":"1.0","type":"link"}