Key Account Management
Tools and Techniques for Achieving Profitable Key Supplier Status
by:
Peter Cheverton
Summary:
The book provides a comprehensive framework for managing and nurturing a company's most valuable customers, offering strategies to identify key accounts and develop tailored solutions that align with their needs. It includes practical tools and techniques for building strong relationships, delivering value, and securing a preferred supplier position to drive profitability and long-term success.
Key points:
1. Key Account Selection: Identify and focus on customers with the highest value and strategic fit, using clear criteria to determine their potential for long-term partnerships and revenue.
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