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Key Account Management In Financial Services: Tools and Techniques for Building Strong Relationships with Major Clients
By Tim Hughes (editor), Peter Cheverton (editor), Merlin Stone (editor) and Bryan Foss (editor)
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Bibliographic Detail
Publisher Kogan Page Ltd
Publication date March 30, 2005
Pages 328
Binding Hardcover
Edition Hardcover with CD
Book category Adult Non-Fiction
ISBN-13 9780749441876
ISBN-10 0749441879
Dimensions 1.50 by 7.75 by 10 in.
Weight 2.30 lbs.
Availability§ Out of Print
Published in Great Britain
Original list price $135.00
§As reported by publisher
Summaries and Reviews description: Product Description:
* Market-specific to financial services * CD Rom providing KAM analysis software, and access to further support. * Practical tools, both in the text and the CD-ROM Building on the success of Peter Cheverton's generic book, Key Account Management, (now in its third edition), Key Account Management in Financial Services follows a broadly similar structure but is aimed at sales and marketing people in the financial services (FS) sector. Designed for practitioners and managers responsible for implementation, the focus is on ""making it happen,"" using real examples to illustrate tools and models, and to highlight success and failure. The book takes the readers through a developing process of understanding, analysis, planning, implementation, and performance monitoring, matching the development over time of their own plans. It is intended to be used as a ""before, during, and after"" guide to practical implementation. Targeted narrowly on financial services, the book addresses the changing environment and the new imperatives for KAM -- the rising cost of sales, regulatory bodies, globalization of customers, new customer organizations; the buying process in Financial Services; ""Competitor Replacement Strategies,"" a particular feature of the FS market. Also included are a much expanded section on E-commerce and the Internet, and one on the management of non Key Accounts, vital to the success of any KAM strategy in these markets

Book cover for 9780749441876
The price comparison is for this edition
Hardcover with CD edition from Kogan Page Ltd (March 30, 2005)
9780749441876 | details & prices | 328 pages | 7.75 × 10.00 × 1.50 in. | 2.30 lbs | List price $135.00
About: * Market-specific to financial services * CD Rom providing KAM analysis software, and access to further support.
Book cover for 9780749450694
Pap/cdr edition from Kogan Page Ltd (January 1, 2008)
9780749450694 | details & prices | 329 pages | 7.50 × 9.50 × 1.00 in. | 1.80 lbs | List price $60.00
About: Using specific, tailored examples and case studies from global financial services companies, Key Account Management in Financial Services provides marketing professionals in the financial services sector with expert advice on marketing and selling their financial products to large clients.

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