Implementing Key Account Management

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Sprache: Englisch

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Beschreibung

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.

Über den Autor

Mark Davies, Rodrigo Guesalaga, Sue Holt, Javier Marcos

Zusammenfassung

Offers an integrative Key Account Management framework that senior executives can use to design or further develop strategic customer management programmes

Inhaltsverzeichnis

Chapter - 01: Introduction to implementing key account management; Section - PART ONE: Re-engaging strategic customers; Chapter - 02: Adopting key account management; Chapter - 03: Building customer understanding and value planning; Chapter - 04: Developing customer relationships; Section - PART TWO: Developing winning offerings; Chapter - 05: Creating compelling customer value propositions; Chapter - 06: Co-creating value with key customers; Section - PART THREE: Designing customer-centric approaches and processes; Chapter - 07: The role of the key account manager and the KAM team; Chapter - 08: Measuring KAM performance; Chapter - 09: Motivating, incentivizing and rewarding for KAM; Chapter - 10: KAM and procurement: the buyer's perspective and value-based negotiation; Chapter - 11: International key account management; Section - PART FOUR: Assessing your KAM programme: a framework; Chapter - 12: The KAM Framework; Chapter - 13: Epilogue: Final word on implementing KAM from a global practitioner at Unilever Food Solutions;

Details

Erscheinungsjahr:	2018
Fachbereich:	Werbung & Marketing
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Kartoniert / Broschiert
ISBN-13:	9780749482756
ISBN-10:	0749482753
Sprache:	Englisch
Herstellernummer:	8326
Einband:	Kartoniert / Broschiert
Autor:	Marcos, Javier Davies, Mark Guesalaga, Rodrigo Holt, Sue
Hersteller:	Kogan Page
Maße:	169 x 244 x 25 mm
Von/Mit:	Javier Marcos (u. a.)
Erscheinungsdatum:	28.08.2018
Gewicht:	0,756 kg