Key Account Management: A Complete Action Kit of Tools and Techniques for Achieving Profitable Key Supplier Status (Key Account Management: Tools & Techniques for Achieving Profitable)

by Peter Cheverton

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Product Description
* New cases, several new chapters and significant updates on selecting new customers, key account plans and use of IT

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Average Customer Review: 4 out of 5 stars

5 of 5 people found the following review helpful:

4 out of 5 stars

A Good Read!, 2005-05-10
As supply chains get shorter, industries are consolidating and buyers are narrowing their lists of preferred suppliers. This means that suppliers must get closer to their customers and manage their critical accounts carefully. This thorough survey of key account management outlines all of the essentials. Author Peter Cheverton provides a good overview of analytical tools, sound advice on strategy, timely warnings and even a CD with software and planning tools. Without great loss, the manuscript could have been trimmed much tighter, but the author's style is clear enough that the unnecessary material is not particularly burdensome. We highly recommend this book to anyone with an interest in key corporate sales.

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