Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status

by Peter Cheverton

Book Overview

An 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? Key Account Management puts forward a straightforward and effective planning methodology...

• Format: Paperback
• Language: English
• ISBN: 0749469404
• ISBN13: 9780749469405
• Release Date: February 2015
• Publisher: Kogan Page
• Length: 416 Pages
• Weight: 1.50 lbs.
• Dimensions: 0.8" x 6.7" x 9.6"