Implementing key account management : (Record no. 37038)
[ view plain ]
| LIBRARY OF CONGRESS CONTROL NUMBER | |
|---|---|
| LC control number | 2018043721 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780749482756 |
| DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Call number | 658.804 MA IM |
| MAIN ENTRY--PERSONAL NAME | |
| Authors | Marcos, Javier |
| TITLE STATEMENT | |
| Title | Implementing key account management : |
| Subtitle | designing customer-centric processes for mutual growth |
| Statement of responsibility, etc | Javier Marcos, Mark Davies, Rodrigo Guesalaga and Sue Holt |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | New York : |
| Publisher | Kogan Page Ltd, |
| Date | 2018. |
| PHYSICAL DESCRIPTION | |
| Extent | xvii, 328 p. : |
| Other Details | ill. ; |
| Size | 25 cm. |
| GENERAL NOTE | |
| General note | Includes index. |
| CONTENTS | |
| Contents | 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. |
| SUMMARY | |
| Summary | Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes. |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Financial services industry |
| General | Management |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Marketing |
| General | Key accounts |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Customer services |
| ADDED ENTRY | |
| Name | Davis, Mark |
| ADDED ENTRY | |
| Name | Guesalaga, Rodrigo |
| ADDED ENTRY | |
| Name | Holt, Sue |
| MAIN ENTRY--PERSONAL NAME | |
| -- | 32899 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 32900 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 19764 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 921 |
| ADDED ENTRY | |
| -- | 34298 |
| ADDED ENTRY | |
| -- | 34299 |
| ADDED ENTRY | |
| -- | 34300 |
| Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Permanent location | Current location | Shelving location | Date acquired | Source of acquisition | Full call number | Barcode | Date last seen | Price effective from | Koha item type | Public note |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| University of Wollongong in Dubai | University of Wollongong in Dubai | Main Collection | 2019-11-24 | Kinokuniya | 658.804 MA IM | T0063763 | 2019-11-24 | 2019-11-24 | REGULAR | Feb2020 |