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Download If You're so Brilliant... how Come You Can't Identify Your Key Customers by Cheverton P. in PDF format completely FREE. No registration required, no payment needed. Get instant access to this valuable resource on PDFdrive.to!
About If You're so Brilliant... how Come You Can't Identify Your Key Customers
Key account management (KAM) is not a sales initiative, it is a business-wide process that must be managed and supported from the top. Here we have a book or all those involved in the management of key accounts, but uncertain about how these important customers are identified, selected and managed. In a clean, direct style, Cheverton cuts to the quick and shows how to achieve the core objectives of KAM: retain existing customers in a competitive environment; grow through acquiring new long term contracts; achieve global 'preferred supplier' status; manage customers serviced by several departments in a consistent way; create a customer intimate business; achieve operational excellence. 'Managing the future' Cheverton says is the purpose of KAM: achieving a realistic balance between objectives, the market opportunity and the resources available. Global cases, tools, techniques and exercises are all features of this inspired little book.
Detailed Information
| Author: | Cheverton P. |
|---|---|
| Publication Year: | 2002 |
| Pages: | 157 |
| Language: | English |
| File Size: | 0.75 |
| Format: | |
| Price: | FREE |
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