Key Account Management and Planning
The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
by:
Noel Capon
Summary:
The book serves as a guide to understanding and implementing effective key account management strategies, providing tools and frameworks for identifying, developing, and managing a company's most valuable customers. It covers the processes of selecting key accounts, creating strategic account plans, and aligning organizational resources to deliver value to both the company and its clients.
Key points:
1. Key Account Selection: Identify top customers by assessing their value, strategic fit, and revenue potential. Use a thorough and methodical approach to focus on the most important accounts.
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