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Implementing Key Account Management: Designing Customer-Centric Processes for Mutual Growth
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Bibliographic Detail
Publisher Kogan Page
Publication date August 28, 2018
Pages 352
Binding Paperback
ISBN-13 9780749482756
ISBN-10 0749482753
Dimensions 0.79 by 6.69 by 9.45 in.
Weight 0.88 lbs.
Original list price $39.95
Summaries and Reviews
Amazon.com description: Product Description:

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.



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