Key Account Management: The Definitive Guide, 3E

"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?