Implementing Key Account Management: Designing Customer-Centric Processes for Mutual Growth

By: Dr Javier Marcos and Mark Davies and Dr Rodrigo Guesalaga and Dr Sue Holt

Sign Up Now! Already a Member? Log In
You must be logged into Bookshare to access this title. Learn about membership options, or view our freely available titles.

Synopsis: 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.

Book Quality:: Publisher Quality
ISBN-13:: 9780749482763
Related ISBNs:: 9780749482756
Publisher:: Kogan Page
Date of Addition:: 08/03/18
Copyrighted By:: Javier Marcos, Mark Davies, Rodrigo Guesalaga and Sue Holt, 2
Adult content:: No
Language:: English
Has Image Descriptions:: No
Categories:: Nonfiction, Business and Finance, Education
Submitted By:: Bookshare Staff
Usage Restrictions:: This is a copyrighted book.