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Key Account Management in Financial Services: Tools and Techniques for Building Strong Relationships with ... 1 review
Peter Cheverton, Bryan Foss, ...
Kogan Page, 2008
A Solid Effort!
Editor Peter Cheverton is a guru of KAM, and this book somewhat modifies and tailors his basic KAM approach to fit the needs of the financial services industry. The tailoring is slight, mainly a matter of streamlining the style, although that is welcome. One brief but very useful section discusses the importance of dealing with and through intermediaries. In fact, many financial services vendors ...
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Key Account Selling 1 review
Mack Hanan
AMACOM, 1993
Key Account Selling
This is an excellent book that really shows how to effectively sell to key accounts. Strategies and related tactics are presented for dealing with different sized customers in different industries competing under different competitive situations. For example, the author shows clearly how to change your selling proposition when working with small companies in a growing industry versus working ...
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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status (Key Account ...
Peter Cheverton
Kogan Page, 2008
Very few books take the long-term, team-selling strategic view of KAM that this book takes. Focusing on implementation rather than theory, Key Account Management is a highly practical book with a unique yet simplle planning methodology for identifying, obtaining, retaining, and developing key customers. Based on real and current experience of companies facing the KAM challenge, it provides tools for use in the real world that will help ...
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Key Account Plans: The Practitioners Guide to Profitable Planning
Lynette Ryals, Malcolm McDonald
Butterworth-Heinemann, 2008
To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best ...
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Mastering Your Key Accounts: Maximize Relationships; Create Strategic Partnerships; Increase Sales 1 review
Stephan Schiffman
Adams Media, 2006
Generate More Sales from Key Accounts
Ambitious salespeople always want to increase their sales. They try to improve their skills, and work harder and more efficiently. But according to author and sales guru Stephan Schiffman, the best way to increase revenue is to sell more business to your key accounts. In this book, he shows you how to leverage your existing contacts at major accounts and identify new opportunities. Schiffman also ...
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Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier ...1 review
Peter Cheverton
Kogan Page, 2004
A Good Read!
As supply chains get shorter, industries are consolidating and buyers are narrowing their lists of preferred suppliers. This means that suppliers must get closer to their customers and manage their critical accounts carefully. This thorough survey of key account management outlines all of the essentials. Author Peter Cheverton provides a good overview of analytical tools, sound advice on ...
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The Seven Keys to Managing Strategic Accounts5 reviews
Sallie Sherman, Joseph Sperry, ...
McGraw-Hill, 2003
Great Real-World Advice
As an MBA candidate who spends far too much time reading textbooks, I found Seven Keys a welcome change in my business reading. It's readable, well-organized, full of real-world examples, and it lets me quickly know how I can ready an organization for effective strategic account management. These authors clearly have busy people in mind. I read the chapters that were of particular interest and ...
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The Key Account Manager's Pocketbook (Management Pocket Book Series)
Roger E. Jones
Management Pocketbooks, 1999
Packed full of practical advice on how to keep and develop important customers. Covers all the necessary skills, from original presentation and negotiation techniques, through account action plans and development of the relationship.
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Key Account Management, Second Edition: The Definitive Guide
Malcolm McDonald, Diana Woodburn
Butterworth-Heinemann, 2006
This book combines thoroughly field-tested knowledge delivered in a carefully developed step-by-step format. Both the manager and student will be able to build understanding and a key account by the end of it. By analysing how key accounts really work in detail the authors create the tools that the reader will need in the marketplace. Equally it gives a clear picture of why KAM must be an important element of the corporate strategic plan. ...
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Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important ... 9 reviews
Noel Capon
Free Press, 2001
This book covers the key account management from all points of view
This book covers the key account management from all points of view. It is very useful for every key account manager because in the various chapters it handles every important issue that can be a part of key account management.
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The Mammoth Book of Eyewitness Naval Battles: Graphic Eyewitness Accounts of History's Key Naval Conflicts, ...1 review
Richard Lawrence
Running Press, 2003
EYEWITNESS TEXT & NARRATIVE IS OF VARIABLE QUALITY
FIRST OFF: IT HELPS IF YOU KNOW ABOUT THE BATTLES BEFOREHAND
IN A NUTSHELL: MORE INPUT FROM THE EDITOR IS SORELY NEEDED
World War I and World War II battles are the most known in history and are the best represented here in this book. Many of the accounts are from excellent sources like Admiral Beatty at Jutland, but some are from rather obscure sources. As long as one has a good idea of ...
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Sales & Key Account Management
Jim Blythe
Cengage Lrng Business Press, 2004
This new core text focuses on all branches of selling and sales management, from personal selling through to key account management. It focuses on business-to-business selling as well as the sale of consumer products. It also includes a wealth of real examples used throughout the text and four major case studies at the end of each part. Case material is drawn from a range of diverse industries, both MNEs and SMEs--software corporations, major ...
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Successful Global Account Management
Nick Speare, Kevin Wilson
Kogan Page, 2001
While the concept of global account management (GAM) is not new, there are numerous differences (both subtle and overt) between it and the conventional management of overseas accounts. So what are they? How should we define GAM? And how can companies ensure that their global accounts are managed successfully?
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Key Customers: How to Manage Them Profitably (Chartered Institute of Marketing)
Malcolm McDonald, Beth Rogers, ...
Butterworth-Heinemann, 2000
Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book in a practical way that can be implemented in all organizations. In particular 'Key Customers' looks at: * why has key account management become so critical to commercial ...
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Implementation of Key Account Management: Who, why, and how? [An article from: Industrial Marketing ...
S. Wengler, M. Ehret, ...
Elsevier
This digital document is a journal article from Industrial Marketing Management, published by Elsevier in . The article is delivered in HTML format and is available in your Amazon.com Media Library immediately after purchase. You can view it with any web browser. Description: Key Account Management, as currently described in relationship marketing literature, is an important approach to creating value, by implementing specific processes ...
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Unlocking Profits: The Strategic Advantage of Key Account Management3 reviews
Lisa Napolitano, Mike Pusateri
National Account Management Association, 1997
A great starting point!
As a student studying strategic account management, I found this book an excellent choice for anyone interested in national or global account management. It carefully addresses not only the present challenges of key account management but also stresses future trends and absolute requirements for successful account management in a rapidly changing marketplace.
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Key Account Management in Business-to-Business Markets
Wengler; Stefan
duv, 2006
In times of fierce competition in business-to-business markets strong and economically sound business relationships with a company's customers rank among the main success factors. As a well established marketing management conception, key account management is of particular significance in this context. Interestingly enough, empirical research studies have recently proved that relationship marketing, and particularly key accounts management, ...
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Key Account Management: The Route to Key Supplier Status2 reviews
Peter Cheverton
Kogan Page, 2000
easy read
good basic framework for key account teams
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Agency Account Handling: Avoiding Blood, Sweat and Tears
Michael Sims
Wiley, 2004
Agency Account Handling strives to distinguish between good account handling and great account handling. This book will help you understand the wider picture of client servicing, give you satisfied customers and allow you to go home at night with a smile on your face. In reality it may not avoid all the 'blood, sweat and tears' but it will certainly reduce them to a manageable level. Good account handlers know instinctively most of the ...
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