Implementing Key Account Management

Designing Customer-Centric Processes for Mutual Growth

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book Implementing Key Account Management by Dr Javier Marcos, Mark Davies, Dr Rodrigo Guesalaga, Dr Sue Holt, Kogan Page
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Author: Dr Javier Marcos, Mark Davies, Dr Rodrigo Guesalaga, Dr Sue Holt ISBN: 9780749482763
Publisher: Kogan Page Publication: August 3, 2018
Imprint: Kogan Page Language: English
Author: Dr Javier Marcos, Mark Davies, Dr Rodrigo Guesalaga, Dr Sue Holt
ISBN: 9780749482763
Publisher: Kogan Page
Publication: August 3, 2018
Imprint: Kogan Page
Language: English

Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies.

Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies.

Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.

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