Currently Out Of Stock
Implementing key account management
Paperback
€50.74
Collect 152 Reward Points
- Currently Out Of Stock
- Book Synopsis
- 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.
- About The Author
- Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. Prior to his career in academia, he worked for Unilever in management positions in Spain and in the UK and was the Director of Custom Programmes, Executive Education, and Senior Faculty at the University Cambridge, Judge Business School. He is the author of Implementing Key Account Management, also published by Kogan Page.
- Product Details
-
- ISBN
- 9780749482756
- Format
- Paperback
- Publisher
- KoganPage, (03 August 2018)
- Number of Pages
- 352
- Weight
- 600 grams
- Language
- English
- Dimensions
- 240 x 170 x 20 mm
- Categories: