{"product_id":"key-account-management-tools-and-techniques-for-achieving-profitable-key-supplier-status-9780749469405","title":"Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status","description":"\u003cp\u003eAn organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? \u003cb\u003e\u003ci\u003eKey Account Management\u003c\/i\u003e\u003c\/b\u003e puts forward a straightforward and effective planning methodology. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003eThis fully updated 6th edition of \u003cb\u003e\u003ci\u003eKey Account Management\u003c\/i\u003e\u003c\/b\u003e takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries\/markets approach key account management, it stands alone as the premier book on managing key customers. \u003cp\u003e\u003c\/p\u003e\u003cb\u003eOnline resources\u003c\/b\u003e include helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed.\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\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","brand":"Kogan Page","offers":[{"title":"Default Title","offer_id":50327814275346,"sku":"9780749469405","price":53.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_dd2e0fcc-d66c-4213-b297-580d0d8521ca.jpg?v=1727721171","url":"https:\/\/surprise-castle.myshopify.com\/products\/key-account-management-tools-and-techniques-for-achieving-profitable-key-supplier-status-9780749469405","provider":"Surprise Castle","version":"1.0","type":"link"}