Implementing key account management : designing customer-centric processes for mutual growth / Javier Marcos, Mark Davies, Rodrigo Guesalaga and Sue Holt.
نوع المادة :![نص](/opac-tmpl/lib/famfamfam/BK.png)
- text
- unmediated
- volume
- 9780749482756 (pbk.)
- HG173 .M317 2018
نوع المادة | المكتبة الحالية | رقم الطلب | رقم النسخة | حالة | تاريخ الإستحقاق | الباركود | |
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UAE Federation Library | مكتبة اتحاد الإمارات General Collection | المجموعات العامة | HG173 .M317 2018 (إستعراض الرف(يفتح أدناه)) | C.1 | Library Use Only | داخل المكتبة فقط | 30020000103843 | ||
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UAE Federation Library | مكتبة اتحاد الإمارات General Collection | المجموعات العامة | HG173 .M317 2018 (إستعراض الرف(يفتح أدناه)) | C.2 | المتاح | 30020000103842 |
Includes index.
Introduction to implementing key account management -- Re-engaging strategic customers -- Adopting key account management -- Building customer understanding and value planning -- Developing customer relationships -- Developing winning offerings -- Creating compelling customer value propositions -- Co-creating value with key customers -- Designing customer-centric approaches and processes -- The role of the key account manager and the kam team -- Measuring KAM performance -- Motivating, incentivizing and rewarding for KAM -- KAM and procurement: the buyer's perspective and value-based negotiation -- International key account management -- Assessing your KAM programme: a framework -- The KAM framework -- Index.