"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art ...
Read More
"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.
Read Less
Add this copy of Key Account Management: The Definitive Guide to cart. $43.73, like new condition, Sold by GreatBookPricesUK5 rated 5.0 out of 5 stars, ships from Castle Donington, DERBYSHIRE, UNITED KINGDOM, published 2011 by John Wiley & Sons Inc.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Fine. Intended for professional and scholarly audience. In Stock. 100% Money Back Guarantee. Brand New, Perfect Condition, allow 4-14 business days for standard shipping. To Alaska, Hawaii, U.S. protectorate, P.O. box, and APO/FPO addresses allow 4-28 business days for Standard shipping. No expedited shipping. All orders placed with expedited shipping will be cancelled. Over 3, 000, 000 happy customers.
Add this copy of Key Account Management: The Definitive Guide to cart. $49.51, new condition, Sold by GreatBookPricesUK5 rated 5.0 out of 5 stars, ships from Castle Donington, DERBYSHIRE, UNITED KINGDOM, published 2011 by John Wiley & Sons Inc.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
New. Intended for professional and scholarly audience. In Stock. 100% Money Back Guarantee. Brand New, Perfect Condition, allow 4-14 business days for standard shipping. To Alaska, Hawaii, U.S. protectorate, P.O. box, and APO/FPO addresses allow 4-28 business days for Standard shipping. No expedited shipping. All orders placed with expedited shipping will be cancelled. Over 3, 000, 000 happy customers.
Add this copy of Key Account Management to cart. $49.93, new condition, Sold by Books2anywhere rated 5.0 out of 5 stars, ships from Fairford, GLOUCESTERSHIRE, UNITED KINGDOM, published 2011 by John Wiley & Sons Inc.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
PLEASE NOTE, WE DO NOT SHIP TO DENMARK. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Please note we cannot offer an expedited shipping service from the UK.
Add this copy of Key Account Management: The Definitive Guide to cart. $52.42, good condition, Sold by GreatBookPricesUK5 rated 5.0 out of 5 stars, ships from Castle Donington, DERBYSHIRE, UNITED KINGDOM, published 2011 by John Wiley & Sons Inc.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Good. Intended for professional and scholarly audience. May show signs of wear, highlighting, writing, and previous use. This item may be a former library book with typical markings. No guarantee on products that contain supplements Your satisfaction is 100% guaranteed. Twenty-five year bookseller with shipments to over fifty million happy customers.
Add this copy of Key Account Management: The Definitive Guide to cart. $54.36, new condition, Sold by Ria Christie Books rated 5.0 out of 5 stars, ships from Uxbridge, MIDDLESEX, UNITED KINGDOM, published 2011 by John Wiley & Sons Inc.
Add this copy of Key Account Management to cart. $86.12, new condition, Sold by Kennys.ie rated 5.0 out of 5 stars, ships from Galway, IRELAND, published 2011 by John Wiley & Sons Inc.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
New. 2011. 3rd Edition, Revised and Updated. Paperback. This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Num Pages: 496 pages, ill. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 243 x 193 x 24. Weight in Grams: 1086......We ship daily from our Bookshop.
Add this copy of Key Account Management: The Definitive Guide to cart. $59.21, new condition, Sold by Booksplease rated 4.0 out of 5 stars, ships from Southport, MERSEYSIDE, UNITED KINGDOM, published 2011 by John Wiley & Sons Inc.
Add this copy of Key Account Management: the Definitive Guide to cart. $35.38, fair condition, Sold by ClickGoodwill rated 5.0 out of 5 stars, ships from Indianapolis, IN, UNITED STATES, published 2011 by Wiley.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Fair. Used-Acceptable: All pages and the cover are intact but shrink wrap dust covers or boxed set case may be missing. Pages may include limited notes highlighting or minor water damage but the text is readable. Item may be missing bundled media.
Add this copy of Key Account Management: the Definitive Guide to cart. $36.43, good condition, Sold by SurplusTextSeller rated 5.0 out of 5 stars, ships from Columbia, MO, UNITED STATES, published 2011 by John Wiley & Sons Inc.
Choose your shipping method in Checkout. Costs may vary based on destination.
Seller's Description:
Good. Ships same day or next business day! UPS shipping available (Priority Mail for AK/HI/APO/PO Boxes). Used sticker and some writing and/or highlighting. Used books may not include working access code. Used books will not include dust jackets.
