HOW COME YOU CAN'T IDENTIFY YOUR KEY CUSTOMERS? by Cheverton, Peter ISBN 0749437294
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[edit] HOW COME YOU CAN'T IDENTIFY YOUR KEY CUSTOMERS?
A handbook on key account management (KAM). Peter Cheverton explores how to achieve the core objectives of KAM, such as how to retain customers in a competitive environment and how to create a customer-intimate business. There are global cases, tools, techniques and exercises.
Key account management (KAM) is not a sales initiative, it is a business-wide process that must be managed and supported from the top. How come you can't identify your key customers?...is for all those involved in the management of key accounts, but uncertain about how these important customers are identified, selected and managed. In a clean, direct style, Cheverton cuts to the quick and 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; achieve operational excellence. 'Managing the future' Cheverton says is the purpose of KAM: achieving a realistic balance between objectives, the market opportunity and the resources available. Global cases, tools, techniques and exercises are all features of this inspired little book.
[edit] Book Details
[edit] Title
HOW COME YOU CAN'T IDENTIFY YOUR KEY CUSTOMERS?
[edit] Author
Cheverton, Peter
[edit] ISBN
0749437294
[edit] Published
03/04/2002
[edit] Publisher
Kogan Page Ltd
[edit] Binding
paperback
[edit] Retail Price
7.99 (GBP)
[edit] Typical Price Online
7.19 (GBP)
[edit] Buy Book Online
If you wish to purchase HOW COME YOU CAN'T IDENTIFY YOUR KEY CUSTOMERS?, written by Cheverton, Peter and published by Kogan Page Ltd on 03/04/2002 then we have listed a few select online book retailers who can provide good value and service.
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