Description
About the Author
Peter Cheverton is Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation, working in more than thirty countries including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, India, Italy, Korea, Malaysia, Mexico, Poland, Singapore, South Africa, Sweden, Switzerland, Taiwan, the United Kingdom and the United States, with a client list that includes some of the world's major blue chip companies. He is also the author of Understanding the Professional Buyer and Global Account Management (both published by Kogan Page).
Reviews
"A combination of clarity, enthusiasm and common sense... reading this is a rewarding experience." * Professor Malcolm McDonald, Emeritus Professor, Cranfield School of Management *
"Will help any business focus their sales activities where they matter... this is the essential guide to global best practice." * Winning Business *
"For those who are embarking on key account management from a major project perspective then this is a good introduction....it has good information and guidance on how to select your key accounts and the overall key account management process." * "Getting to Grips with Key Account Management" Kim Tasso's Blog *
"A good overview of analytical tools, sound advice on strategy, timely warnings and software and planning tools. We highly recommend this book to anyone with an interest in key corporate sales." * getAbstract, Inc. *
"Presents a planning methodology for identifying, obtaining, retaining, and developing key customers." * Journal of Economic Literature *
Book Information
ISBN 9780749479053
Author Peter Cheverton
Format Hardback
Page Count 416
Imprint Kogan Page Ltd
Publisher Kogan Page Ltd
Weight(grams) 885g
Dimensions(mm) 251mm * 176mm * 25mm