Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. Prior to his career in academia, he worked for Unilever in management positions in Spain and in the UK and was the Director of Custom Programmes, Executive Education, and Senior Faculty at the University Cambridge, Judge Business School. He is the author of Implementing Key Account Management, also published by Kogan Page.
Inhaltsangabe
Chapter 01: Introduction to implementing key account management; Section PART ONE: Re engaging strategic customers; 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; Chapter 05: Creating compelling customer value propositions; Chapter 06: Co creating value with key customers; Section PART THREE: Designing customer centric approaches and processes; 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; Chapter 12: The KAM Framework; Chapter 13: Epilogue: Final word on implementing KAM from a global practitioner at Unilever Food Solutions;
Chapter 01: Introduction to implementing key account management; Section PART ONE: Re engaging strategic customers; 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; Chapter 05: Creating compelling customer value propositions; Chapter 06: Co creating value with key customers; Section PART THREE: Designing customer centric approaches and processes; 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; Chapter 12: The KAM Framework; Chapter 13: Epilogue: Final word on implementing KAM from a global practitioner at Unilever Food Solutions;
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