[PDF.83oc] Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset

Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset

[PDF.al39] Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset

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#175235 in eBooks 2002-06-15 2001-09-04File Name: B000FC0QKW0 of 0 people found the following review helpful. The "Bible" for Key Account ManagementBy Marco TafurI've been working as a Key Account Manager and have read a couple of books on the subject of KAM, but this is definitely a sort of "Bible". It has a comprehensive explanation of successful KAM outlining the benefits and a step-by-step process to really implement it. I liked very much the vast array of examples in many industries. It also has a wide range of practical tools and matrixes for assesFrom BooklistCapon, an academic and consultant, provides a framework for managing key accounts, which he describes as a company's single most important asset, since these accounts produce the major share of sales revenue. He offers a planning process that aids in developing strategies to enhance proThe vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For t...

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