How Come You Can't Identify Your Key Customers?

How Come You Can't Identify Your Key Customers?
Author :
Publisher : Kogan Page Publishers
Total Pages : 156
Release :
ISBN-10 : 9780749446116
ISBN-13 : 0749446110
Rating : 4/5 (110 Downloads)

Book Synopsis How Come You Can't Identify Your Key Customers? by : Peter Cheverton

Download or read book How Come You Can't Identify Your Key Customers? written by Peter Cheverton and published by Kogan Page Publishers. This book was released on 2005-09-03 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key account management (KAM) is not a sales initiative, it is a business-wide process that must be managed and supported from the top. This handbook is designed for all those involved in the management of key accounts, but who are uncertain about how these important customers are identified, selected and managed. Peter Cheverton shows how to achieve the core objectives of KAM: retain existing customers in a competitive environment; grow through acquiring new long-term contracts; achieve global "preferred supplier" status; manage customers serviced by several departments in a consistent way; create a customer-intimate business; and achieve operational excellence. According to Cheverton the purpose of KAM is "managing the future" - achieving a realistic balance between objectives, the market opportunity and the resources available. Global cases, tools, techniques and exercises are all included.


How Come You Can't Identify Your Key Customers? Related Books

How Come You Can't Identify Your Key Customers?
Language: en
Pages: 156
Authors: Peter Cheverton
Categories: Business & Economics
Type: BOOK - Published: 2005-09-03 - Publisher: Kogan Page Publishers

GET EBOOK

Key account management (KAM) is not a sales initiative, it is a business-wide process that must be managed and supported from the top. This handbook is designed
Global Account Management
Language: en
Pages: 256
Authors: Peter Cheverton
Categories: Business & Economics
Type: BOOK - Published: 2008 - Publisher: Kogan Page Publishers

GET EBOOK

Global Account Management explains the challenges of establishing a global account strategy and guides the reader through the process of decisions and actions r
The Unstoppable Sales Machine
Language: en
Pages: 172
Authors: Shawn Casemore
Categories: Business & Economics
Type: BOOK - Published: 2022-07-27 - Publisher: CRC Press

GET EBOOK

To say that selling in today's economy has changed would be an understatement. Today's buyers are spending less and less time with sales, preferring to do their
Consumer Behavior For Dummies
Language: en
Pages: 386
Authors: Laura Lake
Categories: Business & Economics
Type: BOOK - Published: 2009-05-11 - Publisher: John Wiley & Sons

GET EBOOK

Consumer behaviour.
Crowdfund Investing For Dummies
Language: en
Pages: 372
Authors: Sherwood Neiss
Categories: Business & Economics
Type: BOOK - Published: 2013-01-29 - Publisher: John Wiley & Sons

GET EBOOK

The easy way to get started in crowdfund investing Crowdfund investing (CFI) is going to be the next big thing on Wall Street. U.S. investment banks, brokerage