Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status (Key Account Management: Tools & Techniques for Achieving Profitable) [Paperback]

Peter Cheverton (Author)

Book Description

ISBN-10: 0749441690 | ISBN-13: 978-0749441692 | Publication Date: March 2004 | Edition: 3rd

* New cases, several new chapters and significant updates on selecting new customers, key account plans and use of IT

Editorial Reviews

Review

Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management. Commerce and Industry

From the Publisher

Peter Cheverton is a director of Insight Marketing and People, an international training and consultancy firm that runs workshops and seminars around the world. He is also the author of Key Marketing Skills (Kogan Page 2000). --This text refers to an out of print or unavailable edition of this title.

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Product Details

• Paperback: 352 pages
• Publisher: Kogan Page Business Books; 3rd edition (March 2004)
• Language: English
• ISBN-10: 0749441690
• ISBN-13: 978-0749441692
• Product Dimensions: 1 x 7.8 x 10 inches
• Shipping Weight: 1.9 pounds
• Average Customer Review: 4.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #1,408,743 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

6 of 6 people found the following review helpful:

4.0 out of 5 stars A Good Read!, May 10, 2005

By 

Rolf Dobelli "getAbstract" (Switzerland) - See all my reviews
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This review is from: Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status (Key Account Management: Tools & Techniques for Achieving Profitable) (Paperback)

As supply chains get shorter, industries are consolidating and buyers are narrowing their lists of preferred suppliers. This means that suppliers must get closer to their customers and manage their critical accounts carefully. This thorough survey of key account management outlines all of the essentials. Author Peter Cheverton provides a good overview of analytical tools, sound advice on strategy, timely warnings and even a CD with software and planning tools. Without great loss, the manuscript could have been trimmed much tighter, but the author's style is clear enough that the unnecessary material is not particularly burdensome. We highly recommend this book to anyone with an interest in key corporate sales.