Key account management :: tools and techniques for achieving profitable key supplier status /
"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 financial...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
London ; Philadelphia :
Kogan Page,
2015.
|
| Ausgabe: | Sixth edition. |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | "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. This fully updated sixth edition of Key Account Management 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"-- |
| Beschreibung: | 1 online resource |
| Bibliographie: | Includes bibliographical references and index. |
| ISBN: | 9780749469412 0749469412 |
Internformat
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| 520 | |a "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. This fully updated sixth edition of Key Account Management 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"-- |c Provided by publisher | ||
| 588 | 0 | |a Print version record. | |
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a About the author -- Foreword / by Professor Malcolm McDonald -- Preface -- Preface to the sixth edition -- Acknowledgements -- And it was all going so very well ... -- Part One Definitoins and purpose -- 01 The key account approach -- 02 Why Key Account Management? -- 03 The spectrum of KAM ambition -- 04 What is a key account? -- 05 What is Key Account Management? -- Part Two Analysis: opportunity and value -- 06 Knowing the market, knowing your value -- 07 Knowing the people, knowing your value -- Part Three Relationship management -- 08 From 'bow-ties' to 'diamonds' -- 09 Decision mapping and contact strategies -- 10 The good, the bad, the sad and the ugly -- Part Four Achieving key supplier status -- 11 The purchasing revolution -- 12 Supply chain management: seeking value -- 13 Purchasing organization: rationalization and centralization -- 14 Supplier positioning: managing suppliers -- Part Five Achieving strategic supplier status -- 15 Being of strategic value -- 16 How do they plan to grow? -- 17 How do they aim to win? -- 18 What drives them? -- 19 A shared future? -- Part Six The value proposition -- 20 The customer's total business experience -- 21 The customer's activity cycle -- 22 Measuring the value -- securing the reward -- 23 Making the proposal -- Part Seven Planning and joint planning -- 24 The key account plan -- 25 Joint planning -- Part Eight Targeting -- 26 Customer classification -- 27 Customer distinction -- 28 Global Account Management -- Part Nine Making it happen -- 29 Sins and requirements -- 30 Leadership and organization -- 31 Skills, attitudes and behaviours -- 32 The role of information technology -- 33 Measuring customer profitability -- 34 The implementation plan -- 35 Training and further help -- Index. | |
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| _version_ | 1816796917290500097 |
| adam_text | |
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| author | Cheverton, Peter |
| author_facet | Cheverton, Peter |
| author_role | |
| author_sort | Cheverton, Peter |
| author_variant | p c pc |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
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| callnumber-search | HF5438.8.K48 C47 2015eb |
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| contents | About the author -- Foreword / by Professor Malcolm McDonald -- Preface -- Preface to the sixth edition -- Acknowledgements -- And it was all going so very well ... -- Part One Definitoins and purpose -- 01 The key account approach -- 02 Why Key Account Management? -- 03 The spectrum of KAM ambition -- 04 What is a key account? -- 05 What is Key Account Management? -- Part Two Analysis: opportunity and value -- 06 Knowing the market, knowing your value -- 07 Knowing the people, knowing your value -- Part Three Relationship management -- 08 From 'bow-ties' to 'diamonds' -- 09 Decision mapping and contact strategies -- 10 The good, the bad, the sad and the ugly -- Part Four Achieving key supplier status -- 11 The purchasing revolution -- 12 Supply chain management: seeking value -- 13 Purchasing organization: rationalization and centralization -- 14 Supplier positioning: managing suppliers -- Part Five Achieving strategic supplier status -- 15 Being of strategic value -- 16 How do they plan to grow? -- 17 How do they aim to win? -- 18 What drives them? -- 19 A shared future? -- Part Six The value proposition -- 20 The customer's total business experience -- 21 The customer's activity cycle -- 22 Measuring the value -- securing the reward -- 23 Making the proposal -- Part Seven Planning and joint planning -- 24 The key account plan -- 25 Joint planning -- Part Eight Targeting -- 26 Customer classification -- 27 Customer distinction -- 28 Global Account Management -- Part Nine Making it happen -- 29 Sins and requirements -- 30 Leadership and organization -- 31 Skills, attitudes and behaviours -- 32 The role of information technology -- 33 Measuring customer profitability -- 34 The implementation plan -- 35 Training and further help -- Index. |
| ctrlnum | (OCoLC)901274231 |
| dewey-full | 658.8/04 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/04 |
| dewey-search | 658.8/04 |
| dewey-sort | 3658.8 14 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | Sixth edition. |
| format | Electronic eBook |
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| id | ZDB-4-EBU-ocn901274231 |
| illustrated | Not Illustrated |
| indexdate | 2024-11-26T14:49:18Z |
| institution | BVB |
| isbn | 9780749469412 0749469412 |
| language | English |
| oclc_num | 901274231 |
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| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource |
| psigel | ZDB-4-EBU |
| publishDate | 2015 |
| publishDateSearch | 2015 |
| publishDateSort | 2015 |
| publisher | Kogan Page, |
| record_format | marc |
| spelling | Cheverton, Peter. Key account management : tools and techniques for achieving profitable key supplier status / Peter Cheverton. Sixth edition. London ; Philadelphia : Kogan Page, 2015. 1 online resource text txt rdacontent computer c rdamedia online resource cr rdacarrier "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. This fully updated sixth edition of Key Account Management 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"-- Provided by publisher Print version record. Includes bibliographical references and index. About the author -- Foreword / by Professor Malcolm McDonald -- Preface -- Preface to the sixth edition -- Acknowledgements -- And it was all going so very well ... -- Part One Definitoins and purpose -- 01 The key account approach -- 02 Why Key Account Management? -- 03 The spectrum of KAM ambition -- 04 What is a key account? -- 05 What is Key Account Management? -- Part Two Analysis: opportunity and value -- 06 Knowing the market, knowing your value -- 07 Knowing the people, knowing your value -- Part Three Relationship management -- 08 From 'bow-ties' to 'diamonds' -- 09 Decision mapping and contact strategies -- 10 The good, the bad, the sad and the ugly -- Part Four Achieving key supplier status -- 11 The purchasing revolution -- 12 Supply chain management: seeking value -- 13 Purchasing organization: rationalization and centralization -- 14 Supplier positioning: managing suppliers -- Part Five Achieving strategic supplier status -- 15 Being of strategic value -- 16 How do they plan to grow? -- 17 How do they aim to win? -- 18 What drives them? -- 19 A shared future? -- Part Six The value proposition -- 20 The customer's total business experience -- 21 The customer's activity cycle -- 22 Measuring the value -- securing the reward -- 23 Making the proposal -- Part Seven Planning and joint planning -- 24 The key account plan -- 25 Joint planning -- Part Eight Targeting -- 26 Customer classification -- 27 Customer distinction -- 28 Global Account Management -- Part Nine Making it happen -- 29 Sins and requirements -- 30 Leadership and organization -- 31 Skills, attitudes and behaviours -- 32 The role of information technology -- 33 Measuring customer profitability -- 34 The implementation plan -- 35 Training and further help -- Index. Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Customer services. http://id.loc.gov/authorities/subjects/sh85034965 Budgets de publicité. Service à la clientèle. Sales & marketing. bicssc BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Sales & Selling. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Customer services fast Marketing Key accounts fast Selling Key accounts fast Kundengruppenmanagement gnd http://d-nb.info/gnd/4197319-7 Verkoop. gtt (NL-LeOCL)078941172 Verkooptechnieken. gtt (NL-LeOCL)078941210 Management. gtt (NL-LeOCL)078582512 Verkooporganisatie. gtt (NL-LeOCL)177015284 Verkopen. gtt (NL-LeOCL)078941237 Key account management. prvt Marknadsföring. prvt Kundkontakter. prvt Kundservice. prvt Customer contacts. prvt Customer services. prvt Marketing. prvt Marknadsföring. sao Försäljningsorganisation. sao Kundservice. sao Kundkontakter. sao Sales and marketing. thema Business and Management. ukslc Print version: Cheverton, Peter. Key account management. Sixth edition 9780749469405 (DLC) 2014043313 (OCoLC)895030500 FWS01 ZDB-4-EBU FWS_PDA_EBU https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=944502 Volltext |
| spellingShingle | Cheverton, Peter Key account management : tools and techniques for achieving profitable key supplier status / About the author -- Foreword / by Professor Malcolm McDonald -- Preface -- Preface to the sixth edition -- Acknowledgements -- And it was all going so very well ... -- Part One Definitoins and purpose -- 01 The key account approach -- 02 Why Key Account Management? -- 03 The spectrum of KAM ambition -- 04 What is a key account? -- 05 What is Key Account Management? -- Part Two Analysis: opportunity and value -- 06 Knowing the market, knowing your value -- 07 Knowing the people, knowing your value -- Part Three Relationship management -- 08 From 'bow-ties' to 'diamonds' -- 09 Decision mapping and contact strategies -- 10 The good, the bad, the sad and the ugly -- Part Four Achieving key supplier status -- 11 The purchasing revolution -- 12 Supply chain management: seeking value -- 13 Purchasing organization: rationalization and centralization -- 14 Supplier positioning: managing suppliers -- Part Five Achieving strategic supplier status -- 15 Being of strategic value -- 16 How do they plan to grow? -- 17 How do they aim to win? -- 18 What drives them? -- 19 A shared future? -- Part Six The value proposition -- 20 The customer's total business experience -- 21 The customer's activity cycle -- 22 Measuring the value -- securing the reward -- 23 Making the proposal -- Part Seven Planning and joint planning -- 24 The key account plan -- 25 Joint planning -- Part Eight Targeting -- 26 Customer classification -- 27 Customer distinction -- 28 Global Account Management -- Part Nine Making it happen -- 29 Sins and requirements -- 30 Leadership and organization -- 31 Skills, attitudes and behaviours -- 32 The role of information technology -- 33 Measuring customer profitability -- 34 The implementation plan -- 35 Training and further help -- Index. Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Customer services. http://id.loc.gov/authorities/subjects/sh85034965 Budgets de publicité. Service à la clientèle. Sales & marketing. bicssc BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Sales & Selling. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Customer services fast Marketing Key accounts fast Selling Key accounts fast Kundengruppenmanagement gnd http://d-nb.info/gnd/4197319-7 Verkoop. gtt (NL-LeOCL)078941172 Verkooptechnieken. gtt (NL-LeOCL)078941210 Management. gtt (NL-LeOCL)078582512 Verkooporganisatie. gtt (NL-LeOCL)177015284 Verkopen. gtt (NL-LeOCL)078941237 Key account management. prvt Marknadsföring. prvt Kundkontakter. prvt Kundservice. prvt Customer contacts. prvt Customer services. prvt Marketing. prvt Marknadsföring. sao Försäljningsorganisation. sao Kundservice. sao Kundkontakter. sao Sales and marketing. thema Business and Management. ukslc |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85119840 http://id.loc.gov/authorities/subjects/sh85081337 http://id.loc.gov/authorities/subjects/sh85034965 http://d-nb.info/gnd/4197319-7 (NL-LeOCL)078941172 (NL-LeOCL)078941210 (NL-LeOCL)078582512 (NL-LeOCL)177015284 (NL-LeOCL)078941237 |
| 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. http://id.loc.gov/authorities/subjects/sh85119840 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Customer services. http://id.loc.gov/authorities/subjects/sh85034965 Budgets de publicité. Service à la clientèle. Sales & marketing. bicssc BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Sales & Selling. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Customer services fast Marketing Key accounts fast Selling Key accounts fast Kundengruppenmanagement gnd http://d-nb.info/gnd/4197319-7 Verkoop. gtt (NL-LeOCL)078941172 Verkooptechnieken. gtt (NL-LeOCL)078941210 Management. gtt (NL-LeOCL)078582512 Verkooporganisatie. gtt (NL-LeOCL)177015284 Verkopen. gtt (NL-LeOCL)078941237 Key account management. prvt Marknadsföring. prvt Kundkontakter. prvt Kundservice. prvt Customer contacts. prvt Customer services. prvt Marketing. prvt Marknadsföring. sao Försäljningsorganisation. sao Kundservice. sao Kundkontakter. sao Sales and marketing. thema Business and Management. ukslc |
| topic_facet | Selling Key accounts. Marketing Key accounts. Customer services. Budgets de publicité. Service à la clientèle. Sales & marketing. BUSINESS & ECONOMICS Marketing General. BUSINESS & ECONOMICS Sales & Selling. BUSINESS & ECONOMICS Management. BUSINESS & ECONOMICS Industrial Management. BUSINESS & ECONOMICS Management Science. BUSINESS & ECONOMICS Organizational Behavior. Customer services Marketing Key accounts Selling Key accounts Kundengruppenmanagement Verkoop. Verkooptechnieken. Management. Verkooporganisatie. Verkopen. Key account management. Marknadsföring. Kundkontakter. Kundservice. Customer contacts. Marketing. Försäljningsorganisation. Sales and marketing. Business and Management. |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=944502 |
| work_keys_str_mv | AT chevertonpeter keyaccountmanagementtoolsandtechniquesforachievingprofitablekeysupplierstatus |