Key Customers PDF Download
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Author | : Malcolm McDonald |
Publisher | : Butterworth-Heinemann |
Total Pages | : 343 |
Release | : 2000 |
Genre | : B2B-handel |
ISBN | : 0750646152 |
Download Key Customers Book in PDF, ePub and Kindle
Developing successful business-to-business relationships with more powerful customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book in a practical way that can be implemented in all organizations. In particular 'Key Customers' looks at: * why has key account management become so critical to commercial success? * what are the key challenges and how do successful companies respond? * why is it vital to understand the role of key account management in strategic pla.
Author | : Peter Cheverton |
Publisher | : Kogan Page Publishers |
Total Pages | : 156 |
Release | : 2005-09-03 |
Genre | : Business & Economics |
ISBN | : 0749446110 |
Download How Come You Can't Identify Your Key Customers? Book in PDF, ePub and Kindle
Key account management (KAM) is not a sales initiative, it is a business-wide process that must be managed and supported from the top. This handbook is designed for all those involved in the management of key accounts, but who are uncertain about how these important customers are identified, selected and managed. Peter Cheverton 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; and achieve operational excellence. According to Cheverton the purpose of KAM is "managing the future" - achieving a realistic balance between objectives, the market opportunity and the resources available. Global cases, tools, techniques and exercises are all included.
Author | : Ronald J. Baker |
Publisher | : John Wiley & Sons |
Total Pages | : 210 |
Release | : 2007-01-29 |
Genre | : Business & Economics |
ISBN | : 0470056274 |
Download Measure What Matters to Customers Book in PDF, ePub and Kindle
Measure What Matters to Customers reveals how to capitalize on Key Predictive Indicators (KPIs), the innovative measures that define the success of your enterprise as your customers do. If you want to increase your company's profits by working smarter, this is the book for you.
Author | : Roger E. Jones |
Publisher | : Management Pocketbooks |
Total Pages | : 115 |
Release | : 2013-01-01 |
Genre | : Business & Economics |
ISBN | : 1908284323 |
Download Key Account Manager's Pocketbook Book in PDF, ePub and Kindle
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.
Author | : Sallie Sherman |
Publisher | : McGraw Hill Professional |
Total Pages | : 225 |
Release | : 2003-04-29 |
Genre | : Business & Economics |
ISBN | : 0071436308 |
Download The Seven Keys to Managing Strategic Accounts Book in PDF, ePub and Kindle
Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters. Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides: A world-class competency model for strategic account managers Techniques for developing a program to manage and grow "co-destiny" relationships Examples and cases from Honeywell, 3M,and other leading corporations
Author | : Stephan Hankammer |
Publisher | : Springer |
Total Pages | : 702 |
Release | : 2018-06-20 |
Genre | : Business & Economics |
ISBN | : 3319775561 |
Download Customization 4.0 Book in PDF, ePub and Kindle
This proceedings volume presents the latest research from the worldwide mass customization & personalization (MCP) community bringing together new thoughts and results from various disciplines within the field. The chapters are based on papers from the MCPC 2017. The book showcases research and practice from authors that see MCP as an opportunity to extend or even revolutionize current business models. The current trends of Industrie 4.0, digital manufacturing, and the rise of smart products allow for a fresh perspective on MCP: Customization 4.0. The book places a new set of values in the centre of the debate: a world with finite resources, global population growth, and exacerbating climate change needs smart thinking to engage the most effective capabilities and resources. It discusses how Customization 4.0 fosters sustainable development and creates shared value for companies, customers, consumers, and the society as a whole. The chapters of this book are contributed by a wide range of specialists, offering cutting-edge research, as well as insightful advances in industrial practice in key areas. The MCPC 2017 has a strong focus on real life MCP applications, and this proceedings volume reflects this. MCP strategies aim to profit from the fact that people are different. Their objective is to turn customer heterogeneities into opportunities, hence addressing “long tail” business models. The objective of MCP is to provide goods and services that best serve individual customers’ needs with near mass production efficiency. This proceedings volume highlights the interdisciplinary work of thought leaders, technology developers, and researchers with corporate entrepreneurs putting these strategies into practice. Chapter 24 is open access under a CC BY 4.0 license via link.springer.com.
Author | : Manoj Kumar Lal |
Publisher | : Notion Press |
Total Pages | : 306 |
Release | : |
Genre | : |
ISBN | : |
Download Digitizing Industry Knowledge for Software Development Book in PDF, ePub and Kindle
Author | : Henry Wai-chung Yeung |
Publisher | : Cornell University Press |
Total Pages | : 309 |
Release | : 2016-04-22 |
Genre | : Political Science |
ISBN | : 1501704273 |
Download Strategic Coupling Book in PDF, ePub and Kindle
In Strategic Coupling, Henry Wai-chung Yeung examines economic development and state-firm relations in East Asia, focusing in particular on South Korea, Taiwan, and Singapore. As a result of the massive changes of the last twenty-five years, new explanations must be found for the economic success and industrial transformation in the region. State-assisted startups and incubator firms in East Asia have become major players in the manufacture of products with a global reach: Taiwan's Hon Hai Precision has assembled more than 500 million iPhones, for instance, and South Korea’s Samsung provides the iPhone’s semiconductor chips and retina displays. Drawing on extensive interviews with top executives and senior government officials, Yeung argues that since the late 1980s, many East Asian firms have outgrown their home states, and are no longer dependent on state support; as a result the developmental state has lost much of its capacity to steer and direct industrialization. We cannot read the performance of national firms as a direct outcome of state action. Yeung calls for a thorough renovation of the still-dominant view that states are the primary engine of industrial transformation. He stresses action by national firms and traces various global production networks to incorporate both firm-specific activities and the international political economy. He identifies two sets of dynamics in these national-global articulations known as strategic coupling: coevolution in the confluence of state, firm, and global production networks, and the various strategies pursued by East Asian firms to attain competitive positions in the global marketplace.
Author | : Daniel Weber |
Publisher | : GRIN Verlag |
Total Pages | : 129 |
Release | : 2006-10-08 |
Genre | : Business & Economics |
ISBN | : 3638552764 |
Download Developing a sales strategy for the 'T-Mobile International' account in the Siemens Mobile Network business unit Book in PDF, ePub and Kindle
Diploma Thesis from the year 2006 in the subject Business economics - Information Management, grade: 1,7, Cologne University of Applied Sciences, language: English, abstract: This document deals with the development of a sales strategy for a key account customer conducting business across domestic boundaries. The idea of key account management and the geographic distinction of it as well as the process of strategic management in this context are discussed. The focus lays on the adaptation of the strategic management process to the particularities of international key account management. In the course of this paper it is illustrated how key account management, with the key account customer as the core element, affects the strategic management process by using it with focus on a single customer instead for a whole industry. For the purpose of taking key account management on an international level, different levels of internationalisation are described and applied to the concept of key account management. As a result of this description the expanded concept of key account management to a global level – global account management – is presented. After describing the essentials of strategy, key account management and strategic management, these elements are merged and the different underlying analytical concepts are presented. The main analytical concept is based on Michael E. Porter's 'competitive strategy' and the five competitive forces. Following the description and the merging of the models, the theoretical framework is applied to the practical case of the 'T‐Mobile International' account at Siemens Mobile Networks. The practical case includes the analysis of the business relationship and leads to a final strategy. Keywords: Global account management Key account management Strategic management Strategy development Geographical distinction
Author | : Malcolm McDonald |
Publisher | : |
Total Pages | : 194 |
Release | : 1998 |
Genre | : Business & Economics |
ISBN | : 9780750632782 |
Download Key Account Management Book in PDF, ePub and Kindle
Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad. Based on extensive and unique research by Cranfield School of Management, Key Account Management presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization. Addresses one of the key new areas in strategic marketing practice Ideal for practitioners and students Based on the unique expertise of the Cranfield Marketing Faculty