Implementing key account management : designing customer-centric processes for mutual growth /: designing customer-centric processes for mutual growth. (2018)

• Record Type: Book
• Further Information: Note: Mark Davies, Sue Holt, Rodrigo Guesalaga, Javier Marcos.
• Authors: Davies, Mark A. P; Holt, Sue; Guesalaga, Rodrigo; Marcos, Javier
• Contents: <ul style='padding-top:0;padding-left:0;list-style:none;'><ul style='padding-top:0;list-style:none;'>Chapter - 01: Introduction to implementing key account management; Section - PART ONE: Re-engaging strategic customers; <ul style='padding-top:0;list-style:none;'>Chapter - 02: Adopting key account management; Chapter - 03: Building customer understanding and value planning; Chapter - 04: Developing customer relationships; Section - PART TWO: Developing winning offerings; <ul style='padding-top:0;list-style:none;'>Chapter - 05: Creating compelling customer value propositions; Chapter - 06: Co-creating value with key customers; Section - PART THREE: Designing customer-centric approaches and processes; <ul style='padding-top:0;list-style:none;'>Chapter - 07: The role of the key account manager and the KAM team; Chapter - 08: Measuring KAM performance; Chapter - 09: Motivating, incentivizing and rewarding for KAM; Chapter - 10: KAM and procurement: the buyer’s perspective and value-based negotiation; Chapter - 11: International key account management; Section - PART FOUR: Assessing your KAM programme: a framework; <ul style='padding-top:0;list-style:none;'>Chapter - 12: The KAM Framework
• Edition: 1st
• Publisher Details: London : KoganPage
• Publication Date: 2018
• Extent: 1 online resource
• Subjects: 658.804; Marketing -- Key accounts; Selling -- Key accounts
• Languages: English
• ISBNs: 9780749482763
• Related ISBNs: 9780749482756
• Notes: Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.