Implementing Key Account Management

Regular price €45.99
A01=Dr Javier Marcos
A01=Dr Rodrigo Guesalaga
A01=Dr Sue Holt
A01=Javier Marcos
A01=Mark Davies
A01=Rodrigo Guesalaga
A01=Sue Holt
Age Group_Uncategorized
Age Group_Uncategorized
Author_Dr Javier Marcos
Author_Dr Rodrigo Guesalaga
Author_Dr Sue Holt
Author_Javier Marcos
Author_Mark Davies
Author_Rodrigo Guesalaga
Author_Sue Holt
automatic-update
Category1=Non-Fiction
Category=KJC
Category=KJD
Category=KJS
COP=United Kingdom
customer management
Delivery_Delivery within 10-20 working days
eq_business-finance-law
eq_isMigrated=2
eq_non-fiction
KAM
key account management programme
key corporate sales
Language_English
PA=Available
Price_€20 to €50
PS=Active
softlaunch
strategic customer relationships

Product details

  • ISBN 9780749482756
  • Weight: 600g
  • Dimensions: 170 x 240mm
  • Publication Date: 03 Aug 2018
  • Publisher: Kogan Page Ltd
  • Publication City/Country: GB
  • Product Form: Paperback
  • Language: English
Delivery/Collection within 10-20 working days

Our Delivery Time Frames Explained
2-4 Working Days: Available in-stock

10-20 Working Days
: On Backorder

Will Deliver When Available
: On Pre-Order or Reprinting

We ship your order once all items have arrived at our warehouse and are processed. Need those 2-4 day shipping items sooner? Just place a separate order for them!

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.
Javier Marcos has designed and delivered programmes globally for clients such as Barclays, Cap Gemini, GKN Aerospace, Rolls-Royce and Unilever. Mark Davies acts as Visiting Fellow for Cranfield School of Management and facilitates the Cranfield KAM Best Practice Research Club. Rodrigo Guesalaga is Senior Lecturer at Cranfield School of Management, Associate Professor at Pontificia Universidad Católica de Chile, and Visiting Professor at Vlerick Business School. Sue Holt is Director of the Cranfield School of Management's flagship Open Programme on KAM.