Implementing Key Account Management

Beschreibung

Equip yourself with the tools, frameworks and approaches needed to successfully deploy key account management programmes.
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.
Features case studies from diverse sectors including professional services (Ernst & Young), financial services (FM), manufacturing (Rolls-Royce), services (EMCOR, FM Global), pharmaceuticals (Pfizer), and engineering (AMEY)
Combines ground-breaking research with experience from recognized thought leaders of Cranfield School of Management
Offers an integrative Key Account Management framework that senior executives can use to design or further develop strategic customer management programmes

Autor*in

Javier Marcos
Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. Prior to his career in academia, he worked for Unilever in management positions in Spain and in the UK and was the Director of Custom Programmes, Executive Education, and Senior Faculty at the University Cambridge, Judge Business School. He is the author of Implementing Key Account Management, also published by Kogan Page.

Themen in »Implementing Key Account Management«

strategic customer relationships customer management key account management programme key corporate sales KAM

Stimmen zu »Implementing Key Account Management«

"The authors have a proven record of developing and delivering leadership in key account management theory and practice. This book will be really useful to any business leader looking for practical insight into how to grow business relationships and commercial outcomes with their largest, most complex accounts."
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"Incredibly well thought-through, well researched and provides a unique playbook both for newcomers to key account management and for those with decades of experience. Very thought-provoking and a must-read for those serious about building deeper client relationships."
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"Professional, practical and pragmatic - an ideal source of information to make key account management work effectively in your organization."
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"I like the highly structured approach of this book, combining practical relevance and scientific foundation."
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"Full of practical advice for managers, this book is the product of many years of research and teaching on key account management and sales by the experienced Cranfield team."
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