Skip to content
Skip to navigation Skip to content Management Pocketbooks
  • Home
  • Contact us
  • My Account
  • My Wishlist
  • 0 items£0.00
  • Shop
  • Discounts & Offers
  • New Titles
  • Bestsellers
  • Titles by Category
    • Communication
    • Creativity
    • Cultural Issues
    • Customer Care
    • Finance
    • General Management
    • HR
    • Managing People
    • Sales & Marketing
    • Self Development
    • Training
  • Titles A-Z
  • PocketAudios
  • Blog
  • Shop
  • Discounts & Offers
  • New Titles
  • Bestsellers
  • Titles by Category
    • Communication
    • Creativity
    • Cultural Issues
    • Customer Care
    • Finance
    • General Management
    • HR
    • Managing People
    • Sales & Marketing
    • Self Development
    • Training
  • Titles A-Z
  • PocketAudios
  • Blog
  • Home
  • Contact us
  • My Account
  • My Wishlist
  • 0 items£0.00
Key Account Manager’s Pocketbook (ebook only)
9781906610593
See Extract
Description

Key Account Manager’s Pocketbook (ebook only)

Richard E Jones & Richard J Ilsley

£8.33

This book is available in the format(s) shown below. Please choose paperback or ebook and select your quantity:

Please note: Some titles are available as ebook only. Only a single copy of an ebook can be added to your basket. For multiple copies of ebooks please contact us.
Click here to purchase (external site) £8.33
About eBooks
Our eBooks are protected by Digital Rights Management. To read them you need an Adobe ID and the free file reader software. See About the eBooks for full instructions. (NB - You cannot read our eBooks in Adobe Reader.)
SKU: 22dc52ca05b9 Categories: G-L, Sales & Marketing Tags: customer care, key account management, sales and marketing
  • Description
  • Product Details
  • Endorsements
  • Reviews (0)

Description

The new, 2nd edition of the Key Account Manager’s Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge. It opens by describing the key account manager’s role and then goes on to describe how to rise up the so-called customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers. The author next explains how to develop the ‘key account development plan’, how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business. The final chapter runs through the essential steps of key account handling. There are short exercises throughout which, if carried out, will help to reinforce the key learning points.

Product Details

Author

Richard E Jones & Richard J Ilsley

Formats Available

paperback, ebook

Publication Date

2013

Paperback Pages

112

Paperback Dimensions

105 x 148 x 7 mm

Paperback ISBN

978 1 906610 59 3

eBook ISBN

9781908284327

Endorsements

“This compact, easy-to-read book on key account management reduces this complex subject to understandable proportions and easily beats most of the dense, convoluted current texts on the topic.”
Professor Malcolm McDonald, Professor of Marketing Planning, Cranfield School of Management

“Building long-term customer-supplier partnerships is the foundation of business success. The Key Account Manager’s Pocketbook shows you how to do this using proven strategies and techniques. It is a must read business book.”
Sahar Hashemi, Co-founder of Coffee Republic and author of Anyone can do it

Reviews

There are no reviews yet.

Be the first to review “Key Account Manager’s Pocketbook (ebook only)” Cancel reply

You may also like

  • Salesperson’s Pocketbook (ebook only)

    £8.33
    More Information
  • Marketing Pocketbook (ebook only)

    £8.33
    More Information
  • Sales Excellence Pocketbook (ebook only)

    £8.33
    More Information

Product Tags

communication skills customer care development engagement HR L&D leadership learning and development management managing managing people performance management planning resilience sales and marketing self development strategy teamworking training workplace learning
  • About us
  • About our authors
  • Reviews & testimonials
  • Help / FAQs
  • About the eBooks
  • Contact us
  • US orders
  • Foreign language editions
  • Submissions & feedback
  • Delivery information
  • Offline ordering
  • Retailer & wholesaler orders
  • Refund guarantee
  • View catalogue
  • Request a catalogue
  • Blog
  • Sign up for our newsletter
  • Free resources
© Management Pocketbooks 2015
This website requires cookies to provide all of its features. For more information on what data is contained in the cookies, please see our Cookie Policy
Site map
© Management Pocketbooks 2015
Privacy policy & cookies
VAT No: GB 568 5139 08
Registered in England No. 2603856
Powered by: Firsty Group