TY - BOOK AU - Cheverton,Peter TI - Key account management: a complete action kit of tools and techniques for achieving profitable key supplier status SN - 9780749463519 AV - HF5438.8.K48 C31 PY - 2012/// CY - London, Philadelphia, PA PB - Kogan Page KW - KW - Selling KW - Key accounts KW - Marketing KW - Customer services N1 - Includes bibliographical references and index; Foreword by professor Malcolm McDonald -- Acknowledgements -- Preface -- Preface to the fifth edition -- Definitions and purpose -- The key account approach -- Why key account management? -- The spectrum of KAM ambition -- What is a key account? -- What is key account management? -- Analysis: opportunity and value -- Knowing the market, knowing your value -- Knowing the people, knowing your value -- Relationship management -- From "bow-ties" to "diamonds" -- Decision mapping and contact strategies -- The good, the bad, the sad, and the ugly -- Achieving key supplier status -- The purchasing revolution -- Supply chain management : seeking value -- Purchasing organization : rationalization and centralization -- Supplier positioning : managing suppliers -- Achieving strategic supplier status -- Being of strategic value -- How are they growing? -- How do they aim to win? -- What drives them? -- A shared future? -- The value proposition -- The customer's total business experience -- The customer's activity cycle -- Measuring the value -- Making the proposal -- Planning & joint planning -- The key account plan -- Joint planning -- Targeting -- Customer classification -- Customer distinction -- Global account management -- Making it happen -- Sins and requirements -- Leadership and organization -- The skills required -- The role of information technology -- Measuring customer profitability -- The implementation plan -- Training and getting further help -- Index; ' The essential guide to global best practice.' UR - http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=024677233&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA UR - http://www.loc.gov/catdir/enhancements/fy1213/2011034007-b.html UR - http://www.loc.gov/catdir/enhancements/fy1213/2011034007-d.html UR - http://www.loc.gov/catdir/enhancements/fy1213/2011034007-t.html ER -