Link to the ebook : https://login.ezproxy.univ-catholille.fr/login?url=https://s...

eISBN : 9780749482763

Contents : Chapter 1: Introduction to implementing key account management

Part One: Re-engaging strategic customers
Chapter 2: Adopting key account management
Chapter 3: Building customer understanding and value planning
Chapter 4: Developing customer relationships

Part Two: Developing winning offerings
Chapter 5: Creating compelling customer value propositions
Chapter 6: Co-creating value with key customers

Part Three: Designing customer-centric approaches and processes
Chapter 7: The role of the key account manager and the KAM team
Chapter 8: Measuring KAM performance
Chapter 9: Motivating, incentivizing and rewarding for KAM
Chapter10: KAM and procurement: the buyer's perspective and value-based negotiation
Chapter 11: International key account management

Part Four: Assessing your KAM programme: a framework
Chapter 12: The KAM Framework
Chapter 13: Epilogue: Final word on implementing KAM from a global practitioner at Unilever Food Solutions

Language : English

Location : Nice Library

Material : Electronic

Statement : Présent

Owner : Bibliothèque