Key Account Management : The Definitive Guide Paperback
This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager.
- Format: Paperback
- Pages: 496 pages, ill
- Publisher: John Wiley and Sons Ltd
- Publication Date: 21/01/2011
- Category: Sales & marketing
- ISBN: 9780470974155