Implementing key account management : designing customer-centric processes for mutual growth

Implementing key account management designing customer-centric processes for mutual growth

Introduction to implementing key account management -- Re-engaging strategic customers -- Adopting key account management -- Building customer understanding and value planning -- Developing customer relationships -- Developing winning offerings -- Creating compelling customer value propositions -- C...

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Bibliographische Detailangaben
1. Verfasser: Marcos Cuevas, Javier (VerfasserIn)
Weitere Verfasser: Davies, Mark (VerfasserIn), Guesalaga, Rodrigo (VerfasserIn), Holt, Sue (VerfasserIn)
Format: UnknownFormat
Sprache:eng
Veröffentlicht: London, United Kingdom Kogan Page 2018
Schlagworte:
Key-Account-Management > Einführung > USA > Marketing > Key accounts > Selling > Financial services industry > Management > Customer services > Business Innovation > Lehrbuch > Kundengruppenmanagement > Unternehmenswachstum > Unternehmenserfolg
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Beschreibung
Zusammenfassung:Introduction to implementing key account management -- Re-engaging strategic customers -- Adopting key account management -- Building customer understanding and value planning -- Developing customer relationships -- Developing winning offerings -- Creating compelling customer value propositions -- Co-creating value with key customers -- Designing customer-centric approaches and processes -- The role of the key account manager and the kam team -- Measuring KAM performance -- Motivating, incentivizing and rewarding for KAM -- KAM and procurement: the buyer's perspective and value-based negotiation -- International key account management -- Assessing your KAM programme: a framework -- The KAM framework -- Index
Beschreibung:Enthält Literaturangaben
Beschreibung:xvii, 329 Seiten
Illustrationen
24 cm
ISBN:9780749482756
978-0-7494-8275-6