Diana Woodburn Knihy

Focusing on key account management (KAM), this insightful text outlines effective strategies and tools for success in the field. It covers essential topics such as customer categorization, understanding the needs of key accounts, and the importance of KAM for commercial success. The authors emphasize the role of key management in strategic planning and detail how companies can cultivate profitable customer relationships, providing a comprehensive guide for aspiring key account managers.

This book combines thoroughly field-tested knowledge delivered in a carefully developed step-by-step format. Both the manager and student will be able to build understanding and a key account by the end of it. By analyzing how key accounts really work in detail the authors create the tools that the reader will need in the marketplace.