Implementing Key Account Management

Designing Customer-Centric Processes for Mutual Growth

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Pub Date 03 Aug 2018 | Archive Date 31 Aug 2018

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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.

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...


Available Editions

EDITION Other Format
ISBN 9780749482756
PRICE $45.99 (USD)
PAGES 344

Average rating from 1 member


Featured Reviews

#ImplementingKeyAccountManagement #NetGalley

This is a practical handbook about the Key Account Management (KAM) methodology. The book could be used on class as companion book: references included, case studies, theories and more pedagogical material.

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