Key account management: tools and techniques for achieving profitable key supplier status
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
London u.a.
Kogan Page
2012
|
| Ausgabe: | 5. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Includes index. |
| Beschreibung: | XX, 376 S. Ill., graph. Darst. |
| ISBN: | 9780749463519 |
Internformat
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| 245 | 1 | 0 | |a Key account management |b tools and techniques for achieving profitable key supplier status |c Peter Cheverton |
| 250 | |a 5. ed. | ||
| 264 | 1 | |a London u.a. |b Kogan Page |c 2012 | |
| 300 | |a XX, 376 S. |b Ill., graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes index. | ||
| 650 | 4 | |a Selling |x Key accounts | |
| 650 | 4 | |a Marketing |x Key accounts | |
| 650 | 4 | |a Customer services | |
| 650 | 0 | 7 | |a Kundengruppenmanagement |0 (DE-588)4197319-7 |2 gnd |9 rswk-swf |
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| 689 | 0 | |5 DE-604 | |
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| 999 | |a oai:aleph.bib-bvb.de:BVB01-024677233 | ||
Datensatz im Suchindex
| _version_ | 1804148750655946752 |
|---|---|
| adam_text | Titel: Key account management
Autor: Cheverton, Peter
Jahr: 2012
CONTENTS
Foreword by Professor Malcolm McDonald ix
Acknowledgements xi
Preface xiii
Preface to the fifth edition xv
About the author xvii
And it was all going so very well... xix
part one Definitions and purpose 1
01 The key account approach 3
02 Why Key Account Management? to
03 The spectrum of KAM ambition 17
04 What is a key account? 24
05 What is Key Account Management? 30
part two Analysis: opportunity and value 41
06 Knowing the market, knowing your value 43
07 Knowing the people, knowing your value 58
part three Relationship management 67
08 From bow-ties to diamonds 69
09 Decision mapping and contact strategies 94
10 The good, the bad, the sad and the ugly 117
part four Achieving key supplier status 125_____
11 The purchasing revolution 127
12 Supply chain management: seeking value 134
13 Purchasing organization: rationalization and centralization 142
14 Supplier positioning: managing suppliers 152
part five Achieving strategic supplier status 173
15 Being of strategic value 175
16 How are they growing? 184
17 How do they aim to win? 193
18 What drives them? 199
19 A shared future? 207
part six The value proposition 215_____________
20 The customer s total business experience 217
21 The customer s activity cycle 225
22 Measuring the value 236
23 Making the proposal 241
part seven Planning and joint planning 249______
24 The key account plan 251
25 Joint planning 259
part eight Targeting 263
26 Customer classification 265
27 Customer distinction 287
28 Global Account Management 296
part nine Making it happen 303
29 Sins and requirements 305
30 Leadership and organization 310
31 The skills required 323
32 The role of information technology 344
33 Measuring customer profitability 353
34 The implementation plan 364
35 Training and getting further help 369
Index 373
|
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| discipline | Wirtschaftswissenschaften |
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| id | DE-604.BV039817040 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T00:12:06Z |
| institution | BVB |
| isbn | 9780749463519 |
| language | English |
| lccn | 2011034007 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-024677233 |
| oclc_num | 844938517 |
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| physical | XX, 376 S. Ill., graph. Darst. |
| publishDate | 2012 |
| publishDateSearch | 2012 |
| publishDateSort | 2012 |
| publisher | Kogan Page |
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| spelling | Cheverton, Peter Verfasser aut Key account management tools and techniques for achieving profitable key supplier status Peter Cheverton 5. ed. London u.a. Kogan Page 2012 XX, 376 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Includes index. Selling Key accounts Marketing Key accounts Customer services Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf Kundengruppenmanagement (DE-588)4197319-7 s DE-604 Erscheint auch als Online-Ausgabe 978-0-7494-6221-5 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=024677233&sequence=000004&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Cheverton, Peter Key account management tools and techniques for achieving profitable key supplier status Selling Key accounts Marketing Key accounts Customer services Kundengruppenmanagement (DE-588)4197319-7 gnd |
| subject_GND | (DE-588)4197319-7 |
| title | Key account management tools and techniques for achieving profitable key supplier status |
| title_auth | Key account management tools and techniques for achieving profitable key supplier status |
| title_exact_search | Key account management tools and techniques for achieving profitable key supplier status |
| title_full | Key account management tools and techniques for achieving profitable key supplier status Peter Cheverton |
| title_fullStr | Key account management tools and techniques for achieving profitable key supplier status Peter Cheverton |
| title_full_unstemmed | Key account management tools and techniques for achieving profitable key supplier status Peter Cheverton |
| title_short | Key account management |
| title_sort | key account management tools and techniques for achieving profitable key supplier status |
| title_sub | tools and techniques for achieving profitable key supplier status |
| topic | Selling Key accounts Marketing Key accounts Customer services Kundengruppenmanagement (DE-588)4197319-7 gnd |
| topic_facet | Selling Key accounts Marketing Key accounts Customer services Kundengruppenmanagement |
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