Implementing Key Account Management - Mark Davies Sue Holt Rodrigo Guesalaga Javier Marcos Taschenbuch

Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field Implementing Key Account Management draws on two decades of research and best practi ce from Cranfield University School of Management one of the foremost centres for researcher and thought leadership in KAM. Between them the authors have designed and delivered programmes globally for clients such as Rolls-Royce Unilever Vodafone The Economist and many more. Rigorously researched well-grounded and practical this book is - quite simply - the definitive go-to resource for implementing key account management programmes.