Key Account Plans
| Author | : | |
| Rating | : | 4.23 (538 Votes) |
| Asin | : | 0750683678 |
| Format Type | : | paperback |
| Number of Pages | : | 406 Pages |
| Publish Date | : | 2015-10-01 |
| Language | : | English |
DESCRIPTION:
This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. To manage key accounts profitably you need strategic planning that works. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This book is the definitive guide to achieving this based on the unmatched practical and research experience of
FCIM FRSA, until recently was Professor of Marketing and Deputy Director Cranfield School of Management, with special responsibility for E-business. Malcolm has extensive industrial experience, including a number of years as Marketing Director of Canada Dry.. Her PhD looked at key account profitability and she has published widely on this topic. She is a Registered Representative of the London Stock Exchange and a Fellow of the Society of Investment Professionals. Lynette special
Only account plan book that is real Cat Fizzell As a 10 year strategic account manager this is the ONLY book that I have found that actually gives you usable templates for your account plans. the templates are logical and the book explains how and when to use them. I have read TONS of books on Strategic/Key Account planning and they all tell you why you need one and a grocery list of what it should include but no guidance on how to put this repeated advice into practice. If you need to create sales p. "Key Account Plans is very user friendly" according to Chris LaPak. As the head of a global key account group I bought this book as a guide to help provide a framework for my teams in their planning and execution. There are numerous concepts and ideas that can be used as well as concrete examples of forms and processes that can be applied. There is a lot of value there and you don't have to reinvent the wheel.. fast track materials Lee Chi Kit Curie quick and easy to understand materialsprovide quick overviews for KA managersuseful for quick refreshment on KA & KA plan
It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver-* Clear descriptions of the various techniques and the reason for their importance* A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans* Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfi