With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Translated into five languages, it was also short-listed for Business Book of the Year in Sweden (2002). This new edition features: lots of new case studies; several new chapters; significant updates on Selecting Key Customers, Key Account plans and the use of IT; a new and updated CD ROM containing the Insight key account selection software and planning tools.
"Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management." -Commerce and Industry
Praise and Reviews 'Good books on Key Account Management are rare, but please be assured that reading this one will be a rewarding experience. Peter brings a combination of clarity, enthusiasm and common sense to the task, providing us with an excellent distillation of his experience, the essential guide to global best practice in KAM.' PROFESSOR MALCOLM MCDONALD, Cranfield University School of Management 'Peter has helped us build strong relationships with major clients in the food industry by implementing the kind of KAM strategies outlined in this excellent book.' JOHAN ELINK SCHUURMAN, Quest International, ICI, Director Management Training 'We sell into one of the most demanding markets in the world and Peter's work has helped us to bring a clarity of approach that is reflected in our successful business development.' AVECIA LIFESCIENCE MOLECULES, General Manager, International Sales `All marketing lecturers find your book most useful and it is replacing Mr. Kotler on both strategic and tactical parts of the education.` The IHM Business School, Sweden `This accessible book on key account management provides a great deal of food for thought, rather than rigid model for change.` SALES FORCE `Will help any business focus their sales activities where they matter... on those (customers) that will take your business where you want it to go. All in all, this is the essential guide to global best practice.` WINNING BUSINESS
"Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management." -Commerce and Industry
Praise and Reviews 'Good books on Key Account Management are rare, but please be assured that reading this one will be a rewarding experience. Peter brings a combination of clarity, enthusiasm and common sense to the task, providing us with an excellent distillation of his experience, the essential guide to global best practice in KAM.' PROFESSOR MALCOLM MCDONALD, Cranfield University School of Management 'Peter has helped us build strong relationships with major clients in the food industry by implementing the kind of KAM strategies outlined in this excellent book.' JOHAN ELINK SCHUURMAN, Quest International, ICI, Director Management Training 'We sell into one of the most demanding markets in the world and Peter's work has helped us to bring a clarity of approach that is reflected in our successful business development.' AVECIA LIFESCIENCE MOLECULES, General Manager, International Sales `All marketing lecturers find your book most useful and it is replacing Mr. Kotler on both strategic and tactical parts of the education.` The IHM Business School, Sweden `This accessible book on key account management provides a great deal of food for thought, rather than rigid model for change.` SALES FORCE `Will help any business focus their sales activities where they matter... on those (customers) that will take your business where you want it to go. All in all, this is the essential guide to global best practice.` WINNING BUSINESS