The High-Performing Key Account Manager

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Sprache: Englisch

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Beschreibung

Develop the skills and capabilities to maintain high performance, deliver exceptional customer value and drive profitable growth.

Über den Autor

Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. Prior to his career in academia, he worked for Unilever in management positions in Spain and in the UK and was the Director of Custom Programmes, Executive Education, and Senior Faculty at the University Cambridge, Judge Business School. He is the author of Implementing Key Account Management, also published by Kogan Page.

Inhaltsverzeichnis

Chapter - 01: Introduction: succeeding in increasingly complex customer relations Section - ONE: Network and Ecosystems-Wide Capabilities: Identifying opportunities for sustained value creation Chapter - 02: Strategizing and Planning Chapter - 03: Researching and Seeking Value-Creation Opportunities Chapter - 04: Managing Information and Conducting Financial Analysis Chapter - 05: Embracing technology and digitalisation Section - TWO: Inter-Organisational Capabilities: Fostering High-Value Relationships with Strategic Customers Chapter - 06: Developing Lasting Relationships Chapter - 07: Engaging, Communicating and Building Trust with Key Customers Chapter - 08: Fostering Value-Based Selling and Co-Creating Solutions Chapter - 09: Negotiating And Designing Supplier-Customer Partnerships Section - THREE: Intra-Organisational Capabilities: Creating the Conditions for High-Performance Account Management Chapter - 10: Promoting Customer Centricity Chapter - 11: Building Teams and Enhancing Cross-Functional Collaboration Chapter - 12: Achieving Top Management Involvement and Support Chapter - 13: Leading And Influencing Both with And Without Authority Chapter - 14: Conclusion: Enhancing Your Performance as Key Account Manager

Erscheinungsjahr:	2025
Fachbereich:	Werbung & Marketing
Genre:	Importe , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Einband - flex.(Paperback)
ISBN-13:	9781398620308
ISBN-10:	1398620300
Sprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	Marcos, Javier Guesalaga, Rodrigo Hough, Andrew Vincent, Richard
Hersteller:	Kogan Page Kogan Page Ltd
Verantwortliche Person für die EU:	Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Maße:	230 x 156 x 24 mm
Von/Mit:	Javier Marcos (u. a.)
Erscheinungsdatum:	03.06.2025
Gewicht:	0,592 kg