Kam Key Account Management
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Key Account Management
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Author : Diana Woodburn
language : en
Publisher: John Wiley & Sons
Release Date : 2012-11-13
Key Account Management written by Diana Woodburn and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-13 with Business & Economics categories.
"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. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more 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 by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.
Implementing Key Account Management
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Author : Javier Marcos
language : en
Publisher: Kogan Page Publishers
Release Date : 2018-08-03
Implementing Key Account Management written by Javier Marcos and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-08-03 with Business & Economics categories.
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.
Key Account Management
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Author : Peter Cheverton
language : en
Publisher: Kogan Page Publishers
Release Date : 2015-02-03
Key Account Management written by Peter Cheverton and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-02-03 with Business & Economics categories.
An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers. Online resources include helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed.
Key Account Management Excellence In Pharma And Medtech
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Author : Mike Moorman
language : en
Publisher: Routledge
Release Date : 2022
Key Account Management Excellence In Pharma And Medtech written by Mike Moorman and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022 with Business & Economics categories.
"Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide-particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization's KAM strategies and capabilities"--
Excellence In Key Account Management
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Author : Christian Belz
language : en
Publisher:
Release Date : 2010
Excellence In Key Account Management written by Christian Belz and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010 with categories.
Key Account Management
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Author : Malcolm McDonald
language : en
Publisher:
Release Date : 1998
Key Account Management written by Malcolm McDonald and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998 with Business & Economics categories.
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. Based on extensive and unique research by Cranfield School of Management, Key Account Management presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization. Addresses one of the key new areas in strategic marketing practice Ideal for practitioners and students Based on the unique expertise of the Cranfield Marketing Faculty
Sales And Key Account Management
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Author : Jim Blythe
language : en
Publisher: Cengage Learning Business Press
Release Date : 2004
Sales And Key Account Management written by Jim Blythe and has been published by Cengage Learning Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Business & Economics categories.
This new core text focuses on all branches of selling and sales management, from personal selling through to key account management. It focuses on business-to-business selling as well as the sale of consumer products. It also includes a wealth of real examples used throughout the text and four major case studies at the end of each part. Case material is drawn from a range of diverse industries, both MNEs and SMEs--software corporations, major construction projects, cosmetics, small engineering companies and the B2C selling of home improvements and brown goods. This new core text focuses on all branches of selling and sales management, from personal selling through to key account management. It focuses on business-to-business selling as well as the sale of consumer products. It also includes a wealth of real examples used throughout the text and four major case studies at the end of each part. Case material is drawn from a range of diverse industries, both MNEs and SMEs--software corporations, major construction projects, cosmetics, small engineering companies and the B2C selling of home improvements and brown goods.
Kam Key Account Management
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Author : Malcolm McDonald
language : pt-BR
Publisher: Autêntica Business
Release Date : 2019-02-21
Kam Key Account Management written by Malcolm McDonald and has been published by Autêntica Business this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-02-21 with Business & Economics categories.
Ainda que grande parte das empresas dependa de um pequeno número de clientes para gerar a maior parte dos lucros, quase nada – ou muito pouco – é feito para gerenciar esses clientes especiais, conhecidos como key accounts. Em KAM – Key Account Management: como gerenciar os clientes estratégicos da sua empresa para vender mais e melhor, Malcolm McDonald e Beth Rogers apresentam uma metodologia sólida e objetiva para que seu negócio alcance o máximo do potencial desses consumidores. Nesta obra, você aprofundará seu entendimento sobre: o que são key accounts e qual a importância deles para os resultados de uma empresa; como selecionar clientes especiais para o desenvolvimento de um trabalho de marketing e vendas customizado; como elaborar um plano para cada key account, explorando todo seu potencial; o papel do key account manager, ou gerente de clientes especiais, profissional capaz de gerir e desenvolver as contas especiais; e muito mais. Após a leitura deste livro, profissionais de vendas e marketing serão capazes de implantar ou aperfeiçoar os processos e as técnicas de Key Account Management (KAM) em seus negócios e, com isso, obter melhores resultados no atendimento de clientes especiais.
How To Win In Key Account Management
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Author : Jan Lind
language : en
Publisher: BoD - Books on Demand
Release Date : 2017-01-12
How To Win In Key Account Management written by Jan Lind and has been published by BoD - Books on Demand this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-01-12 with categories.
There is a growing requirement for truly successful and effective Key Account Management (KAM) in the ever increasingly competitive global market. Increased digitalization requires improved personal communication to make a difference. Key account business is made between people. Stakes are high. The potential reward with a key account is tremendous while cost of people is considerable and the required time to get to success is getting shorter and shorter. This is not a theoretical book. It is all about how to do it in real life. Regardless if you are a beginner or if you are already experienced in the business, there are ideas and inspiration to pick up. The reader gets a lot of practical tips: How to analyze, plan and influence. How to work in teams, local and global. How and when to look at partnership. How to sell professionally and effectively. How to set pricing, negotiate and follow up. How to manage problems. How to use the right attitude. How to increase the probability to win in every step. Everything explained in a down to earth language, with a lot of examples and a twinkle in the eye. Whether you take the book from scratch and do everything in it, or use your current work methods and add or change what can be improved, it will help you in increasing the probability to win. And that is what it is all about.
Key Account Management
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Author : Malcolm McDonald
language : en
Publisher: Financial Times/Prentice Hall
Release Date : 1999
Key Account Management written by Malcolm McDonald and has been published by Financial Times/Prentice Hall this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999 with Selling categories.
Key account management (KAM) has been developed in an attempt to counter increasing market turbulence. Suppliers and customers are seeking closer relationships to reduce their exposure to the risks posed by globalisation, economic instability and technological change. But whilst the importance of KAM is now widely recognised, there is still a great deal of confusion surrounding it. Key Account Management is the most comprehensive and in-depth study into this important marketing technique. Based on original research conducted by Cranfield School of Management, the report builds on their previous pioneering research in this field. The report focuses on the characteristics and manifestations of the relationship between selling and buying companies. It is an invaluable audit tool, enabling companies to evaluate the developmental stage of their key relationships. Contents include: Origins of KAM Benefits of KAM Key relationship development Key account manager Allocating costs and measuring performance Customer profitability Relationship diagnostic indicators Strategic planning