KEY ACCOUNT MANAGEMENT: TOOLS AND TECHNIQUES FOR ACHIEVING PROFITABLE KEY SUPPLIER STATUS(6TH EDITION)
Book ID/图书代码： 07682015B77906
English Summary/英文概要： An organization’s key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology.
This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT’s role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers.
Chinese Summary/中文概要： 一个企业的重要客户是其命脉。重要客户管理的关键在于是否能在客户的长期投资中获得一定的回报。但如何辨别重要客户？是成长最快的？财务最安全的？声音最大的？《重要客户管理》为此提供了一套直接有效的方案。
《重要客户管理》第六版以长远的视角分析了重要客户管理的整个流程，包括甄别客户，管理关系，最终取得主要供货商地位等细节。本书介绍了信息技术最新研究成果和案例学习，网上供货资源等，并加入了一个全新的章节比较产业和市场不同的辨别重要客户的方法，是该专业书籍的首选。（XAT）
Awards/获奖情况：“《重要客户管理》非常清晰，颇具热情和见地，阅读的过程非常愉快。”——马科姆•麦克唐纳，克兰菲尔德管理学院名誉教授
"A combination of clarity, enthusiasm and common sense... reading this is a rewarding experience." (Professor Malcolm McDonald, Emeritus Professor, Cranfield School of Management)
About the Author/作者介绍： 彼得•切凡顿是洞察力市场&员工公司的董事，该公司已经成为了重要客户管理领域的领先国际训练和咨询公司。彼得在全球超过30个国家工作过，其中包括澳大利亚，奥地利，比利时，巴西，加拿大，中国，丹麦，法国，德国，荷兰合作，香港，印度，意大利，韩国，马来西亚，墨西哥，波兰，新加坡，南非，瑞典，瑞士，台湾，英国和美国。彼得的合作伙伴中有世界上最主要的蓝筹公司。他还著有《解读专业买家》和《全球客户管理》等书。
Peter Cheverton is Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation, working in more than thirty countries including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, India, Italy, Korea, Malaysia, Mexico, Poland, Singapore, South Africa, Sweden, Switzerland, Taiwan, the United Kingdom and the United States, with a client list that includes some of the world’s major blue chip companies. He is also the author of Understanding the Professional Buyer and Global Account Management (both published by Kogan Page).
Format:HARDCOVER
Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE
Complex/Traditional Chinese/繁体中文：AVAILABLE
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