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tools and techniques for achieving profitable key supplier status

"Key account management" was published by Kogan Page in 2012 - Philadelphia, PA and the language of the book is English.


“Key account management” Metadata:

  • Title: Key account management
  • Author:
  • Language: English
  • Publisher: Kogan Page
  • Publish Date:
  • Publish Location: Philadelphia, PA

“Key account management” Subjects and Themes:

Edition Specifications:

  • Pagination: p. cm.

Edition Identifiers:

AI-generated Review of “Key account management”:


"Key account management" Table Of Contents:

  • 1- Foreword by professor Malcolm McDonald
  • 2- Acknowledgements
  • 3- Preface
  • 4- Preface to the fifth edition
  • 5- Definitions and purpose
  • 6- The key account approach
  • 7- Why key account management?
  • 8- The spectrum of KAM ambition
  • 9- What is a key account?
  • 10- What is key account management?
  • 11- Analysis: opportunity and value
  • 12- Knowing the market, knowing your value
  • 13- Knowing the people, knowing your value
  • 14- Relationship management
  • 15- From "bow-ties" to "diamonds"
  • 16- Decision mapping and contact strategies
  • 17- The good, the bad, the sad, and the ugly
  • 18- Achieving key supplier status
  • 19- The purchasing revolution
  • 20- Supply chain management : seeking value
  • 21- Purchasing organization : rationalization and centralization
  • 22- Supplier positioning : managing suppliers
  • 23- Achieving strategic supplier status
  • 24- Being of strategic value
  • 25- How are they growing?
  • 26- How do they aim to win?
  • 27- What drives them?
  • 28- A shared future?
  • 29- The value proposition
  • 30- The customer's total business experience
  • 31- The customer's activity cycle
  • 32- Measuring the value
  • 33- Making the proposal
  • 34- Planning & joint planning
  • 35- The key account plan
  • 36- Joint planning
  • 37- Targeting
  • 38- Customer classification
  • 39- Customer distinction
  • 40- Global account management
  • 41- Making it happen
  • 42- Sins and requirements
  • 43- Leadership and organization
  • 44- The skills required
  • 45- The role of information technology
  • 46- Measuring customer profitability
  • 47- The implementation plan
  • 48- Training and getting further help
  • 49- Index.

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