The Resource Key account management : tools and techniques for achieving profitable key supplier status, Peter Cheverton

Key account management : tools and techniques for achieving profitable key supplier status, Peter Cheverton

Label
Key account management : tools and techniques for achieving profitable key supplier status
Title
Key account management
Title remainder
tools and techniques for achieving profitable key supplier status
Statement of responsibility
Peter Cheverton
Creator
Contributor
Subject
Language
eng
Cataloging source
NhCcYBP
http://library.link/vocab/creatorName
Cheverton, Peter
Illustrations
illustrations
Index
index present
LC call number
HF5438.8.K48
LC item number
C47 2015
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
http://library.link/vocab/relatedWorkOrContributorName
ProQuest (Firm)
http://library.link/vocab/subjectName
  • Selling
  • Marketing
  • Customer services
Label
Key account management : tools and techniques for achieving profitable key supplier status, Peter Cheverton
Instantiates
Publication
Note
  • Description based on print version record
  • Includes index
Bibliography note
Includes bibliographical references and index
Carrier category
online resource
Carrier category code
cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
About the author -- Foreword / by Professor Malcolm McDonald -- Preface -- Preface to the sixth edition -- Acknowledgements -- And it was all going so very well ... -- Part One Definitoins and purpose -- 01 The key account approach -- 02 Why Key Account Management? -- 03 The spectrum of KAM ambition -- 04 What is a key account? -- 05 What is Key Account Management? -- Part Two Analysis: opportunity and value -- 06 Knowing the market, knowing your value -- 07 Knowing the people, knowing your value -- Part Three Relationship management -- 08 From 'bow-ties' to 'diamonds' -- 09 Decision mapping and contact strategies -- 10 The good, the bad, the sad and the ugly -- Part Four Achieving key supplier status -- 11 The purchasing revolution -- 12 Supply chain management: seeking value -- 13 Purchasing organization: rationalization and centralization -- 14 Supplier positioning: managing suppliers -- Part Five Achieving strategic supplier status -- 15 Being of strategic value -- 16 How do they plan to grow? -- 17 How do they aim to win? -- 18 What drives them? -- 19 A shared future? -- Part Six The value proposition -- 20 The customer's total business experience -- 21 The customer's activity cycle -- 22 Measuring the value -- securing the reward -- 23 Making the proposal -- Part Seven Planning and joint planning -- 24 The key account plan -- 25 Joint planning -- Part Eight Targeting -- 26 Customer classification -- 27 Customer distinction -- 28 Global Account Management -- Part Nine Making it happen -- 29 Sins and requirements -- 30 Leadership and organization -- 31 Skills, attitudes and behaviours -- 32 The role of information technology -- 33 Measuring customer profitability -- 34 The implementation plan -- 35 Training and further help -- Index
Dimensions
unknown
Edition
Sixth edition.
Extent
1 online resource.
Form of item
online
Isbn
9780749469412
Isbn Type
(electronic bk.)
Media category
computer
Media MARC source
rdamedia
Media type code
c
Reproduction note
Electronic reproduction.
Specific material designation
remote
Stock number
12261319
System control number
(NhCcYBP)12261319
Label
Key account management : tools and techniques for achieving profitable key supplier status, Peter Cheverton
Publication
Note
  • Description based on print version record
  • Includes index
Bibliography note
Includes bibliographical references and index
Carrier category
online resource
Carrier category code
cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
About the author -- Foreword / by Professor Malcolm McDonald -- Preface -- Preface to the sixth edition -- Acknowledgements -- And it was all going so very well ... -- Part One Definitoins and purpose -- 01 The key account approach -- 02 Why Key Account Management? -- 03 The spectrum of KAM ambition -- 04 What is a key account? -- 05 What is Key Account Management? -- Part Two Analysis: opportunity and value -- 06 Knowing the market, knowing your value -- 07 Knowing the people, knowing your value -- Part Three Relationship management -- 08 From 'bow-ties' to 'diamonds' -- 09 Decision mapping and contact strategies -- 10 The good, the bad, the sad and the ugly -- Part Four Achieving key supplier status -- 11 The purchasing revolution -- 12 Supply chain management: seeking value -- 13 Purchasing organization: rationalization and centralization -- 14 Supplier positioning: managing suppliers -- Part Five Achieving strategic supplier status -- 15 Being of strategic value -- 16 How do they plan to grow? -- 17 How do they aim to win? -- 18 What drives them? -- 19 A shared future? -- Part Six The value proposition -- 20 The customer's total business experience -- 21 The customer's activity cycle -- 22 Measuring the value -- securing the reward -- 23 Making the proposal -- Part Seven Planning and joint planning -- 24 The key account plan -- 25 Joint planning -- Part Eight Targeting -- 26 Customer classification -- 27 Customer distinction -- 28 Global Account Management -- Part Nine Making it happen -- 29 Sins and requirements -- 30 Leadership and organization -- 31 Skills, attitudes and behaviours -- 32 The role of information technology -- 33 Measuring customer profitability -- 34 The implementation plan -- 35 Training and further help -- Index
Dimensions
unknown
Edition
Sixth edition.
Extent
1 online resource.
Form of item
online
Isbn
9780749469412
Isbn Type
(electronic bk.)
Media category
computer
Media MARC source
rdamedia
Media type code
c
Reproduction note
Electronic reproduction.
Specific material designation
remote
Stock number
12261319
System control number
(NhCcYBP)12261319

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