Any organisation's key accounts are its lifeblood.
'Key Account Management' the definitive work on the subject, puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers.
This is one of very few books to take a long-term, team-selling strategic view of 'Key Account Management' (KAM). Apart from finding great resonance with business parishioners all over the world,
'Key Account Management' has established itself on many academic reading lists. Completely revised and updated with lots of new material to reflect the latest best practice, this fourth edition will reinforce its standing as the premier book on the subject. This new edition also features online key account selection and planning tools.
Building the Value Machine describes the type of business that many aspire to - a business able to align its internal functions (commercial, technical, operational) in order to collaborate with its key customers in the creation of real and unique value, and all for mutual benefit.
The challenge is to find the "right organisational structures", the "right planning and operational processes", and to place all of that under the "right kind of leadership", in order to create the "right kind of value" - the kind that will be good for the customer's business, and the kind that will be good for you own. The business that pursues these goals is the sort of business explored in this book - the business that wishes to become a true Value Machine.
Building the Value Machine shows you how to meet these challenges, describing the tools and skills that will be required, while keeping its focus firmly on the real world of practical application. Above all else it shows how a business should be led, and how it must make its most vital decisions - those to do with its key customers and those to do with its value-creating capapbilities.
Building the Value Machine is an essential read for any CEO, managing director, sales and marketing director, or key account manager looking to transform a business into a true Value Machine.
The prospect of true 'Global Account Management' (GAM) looms large for many suppliers as their customer base grows larger and the world grows smaller. Even the experience and hard-learnt lessons of national 'Key Account Management' may not be enough to ease the adjustment to this new challenge. Supplying a customer, such as Tesco, across Europe rather than across the
United Kingdom is a much taller order than simply accommodating the extra miles involved.
'Global Account Management' examines the significant challenges of 'Global Account Management' and is the first book to offer practical advice on the range of decisions and actions required to make it a success. It begins by defining what constitutes a truly global account, sets out the specific challenges of GAM and explains how to manage an account. Topics include: understanding the global buyer; understanding the decision-making process; managing global touch points; the Global Account Plan; cultural diversity; performance and reward.
'Global Account Management' is essential reading for business directors, sales and marketing directors and global account managers.
Not just another 'introduction to marketing', 'Key Marketing Skills' is a practical, actionable guide that shows how to apply marketing strategies in a real-world context. Taking you step-by-step through the entire marketing planning process, 'Peter Cheverton' shows you how to: conduct a market audit; build your marketing strategy; prepare a robust marketing plan; develop a unique value proposition; build alignment throughout the supply chain; implement your plan through the marketing mix.
Extensively revised and updated, this new edition has also been expanded to include a wealth of brand new international case studies and planning models. Together with sections on vital issues such as brand management, how to brief an agency and how to conduct a self-assessment health check of your current level of marketing excellence, this book will provide all the necessary tools and guidance to make marketing happen.
what every sales professional should know about how the modern buyer thinks and behaves
brand
Gain competitive advantage
By Peter Cheverton & Jan Paul van der Velde
Price: GBP 24.95 Plus GBP 2.00 P&P
ISBN: 978-0-7494-6123-2
(Paperback)
This book has been written in response to the many requests from delegates attending INSIGHT's training workshops run by Jan Paul van der Velde in which he lays out the buyer's agenda in a fully unexpurgated fashion! Peter Cheverton has added his comments on how the professional seller might choose to respond to these vitally important insights into one of the most challenging (and frequently misunderstood) relationships in business.
