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marketing key accounts matches 19 work(s)
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cover image for 9780749469405
Product Description: Any organization's key accounts are its lifeblood. Key Account Management puts forward a unique yet straightforward planning methodology for identifying, obtaining, retaining and developing key customers.  Key account management focuses on the long-term investment of resources -- both in terms of product quality and account managers -- into a customer that can offer an exceptional return on resources...read more

Hardcover:

9780312404512, titled "Ideology and Cultural Production" | Palgrave Macmillan, April 1, 1979, cover price $27.50 | also contains Ideology and Cultural Production

Paperback:

9780749469405 | 6 edition (Kogan Page Ltd, February 28, 2015), cover price $49.95 | About this edition: Any organization's key accounts are its lifeblood.
9780749463519 | 5th edition (Kogan Page Ltd, April 5, 2012), cover price $49.95 | About this edition: Very few books take the long-term, team-selling strategic view of key account management that this book takes.
9780749452773 | 4th edition (Kogan Page Ltd, June 1, 2008), cover price $60.00 | About this edition: Very few books take the long-term, team-selling strategic view of KAM that this book takes.

Miscellaneous:

9780749454388 | Kogan Page Ltd, January 3, 2010, cover price $0.04 | also contains Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status

cover image for 9780470974155
Product Description: "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing...read more

Paperback:

9780470974155 | 3 edition (John Wiley & Sons Inc, March 22, 2011), cover price $71.00 | About this edition: "This book is crammed with distilled, practical wisdom for key account managers and their directors.

cover image for 9780749450694
Product Description: 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...read more

Hardcover:

9780749441876 | Hardcover with CD edition (Kogan Page Ltd, March 30, 2005), cover price $135.00

Paperback:

9780749450694 | Pap/cdr edition (Kogan Page Ltd, January 1, 2008), cover price $60.00 | About this edition: 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.

cover image for 9780750662468
Product Description: This book combines thoroughly field-tested knowledge delivered in a carefully developed step-by-step format. Both the manager and student will be able to build understanding and a key account by the end of it. By analysing how key accounts really work in detail the authors create the tools that the reader will need in the marketplace...read more

Paperback:

9780750662468 | 2 edition (Butterworth-Heinemann, December 19, 2006), cover price $59.95 | About this edition: This book combines thoroughly field-tested knowledge delivered in a carefully developed step-by-step format.

cover image for 9780446694667
Product Description: For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts...read more

Paperback:

9780446694667 | Rev upd edition (Grand Central Pub, April 20, 2005), cover price $18.00 | About this edition: For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts.

If you buy a new BMW you may be surprised as much by the owner's manual as by the car itself. Thin, personalized, and containing information only on the features you have selected in the language you speak, it is the result of a year's collaboration with Xerox that has radically improved the product and decimated costs. It is just one example of the new organizational structures and processes being developed at leading companies to serve the global marketplace. As firms realize that dealing with global customers is not simply an extension of key account management, their most common response is to launch a formal global account management initiative. Done well this is powerful and effective; however without proper planning it can spell disaster. Drawing on widely accepted 'key success factors' for global account management as well as new elements revealed by their research, David Hennessy and Jean-Pierre Jeannet redefine the process global account management around the premise that sustainable value springs only from an expert understanding of the customer's industry, its structure and its strategy. The book covers all critical aspects of the topic (the planning process, account selection, team building, executive support, global IT requirements, compensation structures and more) and draws on interviews with top global account managers at leading companies including IBM, Cable and Wireless, Siemens, HP, Guinness, Cisco, and Procter & Gamble.

Hardcover:

9780470848920 | John Wiley & Sons Inc, August 22, 2003, cover price $90.00 | About this edition: If you buy a new BMW you may be surprised as much by the owner's manual as by the car itself.

Miscellaneous:

9780470871416 | John Wiley & Sons Inc, December 7, 2004, cover price $65.00

Agency Account Handling strives to distinguish between good account handling and great account handling. This book will help you understand the wider picture of client servicing, give you satisfied customers and allow you to go home at night with a smile on your face. In reality it may not avoid all the 'blood, sweat and tears' but it will certainly reduce them to a manageable level. Good account handlers know instinctively most of the principles associated with effective client servicing. What results in great account handling is the difference an individual makes, all those little agency touches that add up to a competitive advantage and, essentially, the decision by an individual to concentrate on the right mix of priorities which will produce the most effective results. It should inspire people to strive for satisfied clients, fulfilled professional lives and strong client service departments. "This book is a beacon for account handlers, giving insight, confidence and experience, whether you read it cover to cover or dip into relevant sections. It shines a light on the path to success for burgeoning careers and wily old dogs alike." --Steve Aldridge, Creative Partner, Partners Andrews Aldridge "Indispensable! A soup-to-nuts analysis of all aspects of account management. A must for any ambitious account handler, from any discipline, who wants to further their career." --Suki Thompson, Managing Director, The Haystack Group "There is much to recommend Mike's book. First, it fills a gap in the market. I haven't come across anything on great account handling practice, previously. Second, it has terrific depth and breadth. But what makes Mike's book really special is that it is a book to learn from. Having worked with Mike a lot over the last five years I know that he knows his stuff. What I hadn't realised is that he has a rare gift for imparting his stuff in the infectious way that is a pleasure to learn from." --Malcolm White, Executive Planning Director, Euro RSCG London

Hardcover:

9780470871591 | John Wiley & Sons Inc, June 25, 2004, cover price $85.00 | About this edition: Agency Account Handling strives to distinguish between good account handling and great account handling.

Miscellaneous:

9780470871607, titled "Agency Account Handling: Avoiding Blood, Sweat and Tears" | John Wiley & Sons Inc, July 30, 2004, cover price $60.00

cover image for 9780749441692
Product Description: * New cases, several new chapters and significant updates on selecting new customers, key account plans and use of IT (view table of contents, read Amazon.com's description)

Paperback:

9780749441692, titled "Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status" | 3 pap/cdr edition (Kogan Page Ltd, March 1, 2004), cover price $55.00 | About this edition: * New cases, several new chapters and significant updates on selecting new customers, key account plans and use of IT
9780749435950 | Pap/cdr edition (Kogan Page Ltd, September 1, 2001), cover price $38.00 | About this edition: Any organization s key accounts are its lifeblood.

Product Description: This book defines global account management and how should it be implemented, considering everything from planning and program design, to information, communication and customer relations. A comprehensive guide for both practitioners and

Hardcover:

9780415311304 | Routledge, October 1, 2003, cover price $100.00 | About this edition: This book defines global account management and how should it be implemented, considering everything from planning and program design, to information, communication and customer relations.

Paperback:

9780415311311 | Routledge, June 1, 2003, cover price $29.95 | About this edition: This book defines global account management and how should it be implemented, considering everything from planning and program design, to information, communication and customer relations.

cover image for 9780071417525
Product Description: Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts...read more

Hardcover:

9780071417525 | McGraw-Hill, April 1, 2003, cover price $34.00 | About this edition: Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts.

cover image for 9781451624236
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...read more

Hardcover:

9780743211888, titled "Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset" | Free Pr, September 4, 2001, cover price $45.00 | About this edition: 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:

9781451624236, titled "Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset" | Free Pr, October 15, 2010, cover price $28.99 | About this edition: 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:

9780743215442, titled "Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset" | Free Pr, September 4, 2001, cover price $33.99

cover image for 9780750646154
Product Description: Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book in a practical way that can be implemented in all organizations...read more (view table of contents, read Amazon.com's description)

Paperback:

9780750646154 | Butterworth-Heinemann, July 1, 2000, cover price $44.95 | About this edition: Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity.

cover image for 9780749430986
Product Description: Key Account Management (KAM) is central to any company's sales and marketing strategy. Peter Cheverton, experienced in KAM strategies with clients such as ICI, Guinness, DuPont, and BMW and offers highly practical planning and methodology for identifying, obtaining, retaining and developing key customers...read more (view table of contents, read Amazon.com's description)

Paperback:

9780749430986 | Kogan Page Ltd, April 1, 2000, cover price $27.95 | About this edition: Key Account Management (KAM) is central to any company's sales and marketing strategy.

cover image for 9780750632782
Product Description: Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad...read more (view table of contents, read Amazon.com's description)

Paperback:

9780750632782 | Butterworth-Heinemann, May 27, 1998, cover price $74.95 | About this edition: Key account management is a natural development of customer focus and relationship marketing in business-to-business markets.

Product Description: This work seeks to show that many firms possess unique, but usually intangible, assets which can be shaped and exploited to create a market differentiation. Structured into two sections, the text covers how to develop account strategy and the tools and tactics of account management practice...read more

Paperback:

9780077090692 | McGraw-Hill Book Co Ltd, February 1, 1996, cover price $42.01 | About this edition: This work seeks to show that many firms possess unique, but usually intangible, assets which can be shaped and exploited to create a market differentiation.

cover image for 9780786303304
Product Description: This book addresses the factors that make managing the account relationship different from territory management and offers tools to help the account manager measure success of position within the account. Ideally suited for organizations with an account-focused sales force selling complex products to global accounts, this unique guide outlines how a team approach can be used to successfully sell at all levels of the customer's business strategy and use that strategy to maintain the account while leveraging new opportunities; address the factors that make managing an account different from managing a territory; build a long-term realtionship with the customer and position your company to help the customer achieve success; uncover the competition's weakness and lock them out...read more

Hardcover:

9780786303304 | Irwin Professional Pub, September 1, 1994, cover price $27.50 | About this edition: This book addresses the factors that make managing the account relationship different from territory management and offers tools to help the account manager measure success of position within the account.

cover image for 9780446393560
Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth (view table of contents)

Hardcover:

9780805013047 | Henry Holt & Co, June 1, 1991, cover price $27.50 | About this edition: Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

Paperback:

9780446393560 | Reprint edition (Grand Central Pub, May 1, 1992), cover price $14.95 | About this edition: Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

displaying 1 to 19 | at end