Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status

Very few books take the long-term, team-selling strategic view of KAM that this book takes.  Focusing on implementation rather than theory, Key Account Management is a highly practical book with a unique yet simplle planning methodology for identifying, obtaining, retaining, and developing key customers.  Based on real and current experience of companies facing the KAM challenge, it provides tools for use in the real world that will help readers plan their own strategy as they proceed.

Peter Cheverton is Director of Insight Marketing & People, an international training and consulting firm in KAM working in 30+ countries. His clients include some of the world's major blue chip companies such as AstraZeneca, Dow Corning, DuPont, ICI, and PPG. He is the author of "Key Marketing Skills" and "Global Account Management" (both Kogan Page).