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Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
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Bibliographic Detail
Publisher Free Pr
Publication date October 15, 2010
Pages 462
Binding Paperback
Book category Adult Non-Fiction
ISBN-13 9781451624236
ISBN-10 1451624239
Dimensions 1.25 by 6 by 9.25 in.
Weight 1.55 lbs.
Original list price $28.99
Summaries and Reviews
Amazon.com description: Product Description: The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published.

For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition.

Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.

Editions
Hardcover
Book cover for 9780743211888
 
from Free Pr (September 4, 2001); titled "Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset"
9780743211888 | details & prices | 462 pages | 6.50 × 9.75 × 1.50 in. | 1.65 lbs | List price $45.00
About: A practical and timely handbook for modern-day sales managers explains how to transform key accounts, in both domestic and global markets, into business success, providing step-by-step guidelines for developing strategy, managing a sales force, analyzing key accounts, and more.
Paperback
Book cover for 9781451624236
 
The price comparison is for this edition
from Free Pr (October 15, 2010); titled "Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset"
9781451624236 | details & prices | 462 pages | 6.00 × 9.25 × 1.25 in. | 1.55 lbs | List price $28.99
About: The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process.
Miscellaneous
Book cover for 9780743215442
 
from Free Pr (September 4, 2001); titled "Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset"
9780743215442 | details & prices | 480 pages | List price $33.99

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