Key Account Management The Definitive Guide

This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts. Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager.

This book clearly sets out the very best, state-of-the-art strategies in Key Account Management.  The authors provide the tools and processes for successful KAM , from developing a customer categorization system that really works, to analyzing the needs of key accounts. Key elements covered in the book are: Why key account management has become so critical to commercial success The key challenges and how successful companies respond. The role of key account management in strategic planning How companies build profitable relationships with their customers How key account management actually works What it takes to be a successful key account manager, including the skills that are required. The book draws on 12 years of research at Cranfield Business School as well as the experiences the authors have gained from their work at the highest levels with (probably) more key and strategic account managers worldwide than any other leading advisors.