|
|
|
|
| LEADER |
00000nam a22000001a 4500 |
| 001 |
8931472 |
| 003 |
ICU |
| 005 |
20201026120441.1 |
| 006 |
m||||||||d|||||||| |
| 007 |
cr||n||||||||| |
| 008 |
120423s2012 enka ob 001 0 eng d |
| 020 |
|
|
|a 0749462213 (electronic bk.)
|
| 020 |
|
|
|a 9780749462215 (electronic bk.)
|
| 035 |
|
|
|a ebr10538222
|
| 035 |
|
|
|a (OCoLC)775302580
|
| 035 |
|
|
|a (NhCcYBP)ebr10538222
|
| 040 |
|
|
|a NhCcYBP
|c NhCcYBP
|
| 050 |
|
4 |
|a HF5438.8.K48
|b C47 2012
|
| 082 |
0 |
4 |
|a 658.8/04
|2 23
|
| 084 |
|
|
|a QP 621
|2 rvk
|
| 100 |
1 |
|
|a Cheverton, Peter.
|0 http://id.loc.gov/authorities/names/n00091861
|1 http://viaf.org/viaf/16006315
|
| 245 |
1 |
0 |
|a Key account management :
|b tools and techniques for achieving profitable key supplier status /
|c Peter Cheverton.
|
| 250 |
|
|
|a 5th ed.
|
| 260 |
|
|
|a London ;
|a Philadelphia, PA :
|b Kogan Page,
|c 2012.
|
| 300 |
|
|
|a 1 online resource.
|
| 336 |
|
|
|a text
|b txt
|2 rdacontent
|0 http://id.loc.gov/vocabulary/contentTypes/txt
|
| 337 |
|
|
|a computer
|b c
|2 rdamedia
|0 http://id.loc.gov/vocabulary/mediaTypes/c
|
| 338 |
|
|
|a online resource
|b cr
|2 rdacarrier
|0 http://id.loc.gov/vocabulary/carriers/cr
|
| 504 |
|
|
|a Includes bibliographical references and index.
|
| 505 |
0 |
|
|a Foreword by professor Malcolm McDonald -- Acknowledgements -- Preface -- Preface to the fifth edition -- Definitions and purpose -- The key account approach -- Why key account management? -- The spectrum of KAM ambition -- What is a key account? -- What is key account management? -- Analysis: opportunity and value -- Knowing the market, knowing your value -- Knowing the people, knowing your value -- Relationship management -- From "bow-ties" to "diamonds" -- Decision mapping and contact strategies -- The good, the bad, the sad, and the ugly -- Achieving key supplier status -- The purchasing revolution -- Supply chain management : seeking value -- Purchasing organization : rationalization and centralization -- Supplier positioning : managing suppliers -- Achieving strategic supplier status -- Being of strategic value -- How are they growing? -- How do they aim to win? -- What drives them? -- A shared future? -- The value proposition -- The customer's total business experience -- The customer's activity cycle -- Measuring the value -- Making the proposal -- Planning & joint planning -- The key account plan -- Joint planning -- Targeting -- Customer classification -- Customer distinction -- Global account management -- Making it happen -- Sins and requirements -- Leadership and organization -- The skills required -- The role of information technology -- Measuring customer profitability -- The implementation plan -- Training and getting further help -- Index.
|
| 650 |
|
0 |
|a Selling
|x Key accounts.
|0 http://id.loc.gov/authorities/subjects/sh85119840
|
| 650 |
|
0 |
|a Marketing
|x Key accounts.
|0 http://id.loc.gov/authorities/subjects/sh85081337
|
| 650 |
|
0 |
|a Customer services.
|0 http://id.loc.gov/authorities/subjects/sh85034965
|
| 650 |
|
7 |
|a Customer services.
|2 fast
|0 http://id.worldcat.org/fast/fst00885545
|
| 650 |
|
7 |
|a Marketing
|x Key accounts.
|2 fast
|0 http://id.worldcat.org/fast/fst01010204
|
| 650 |
|
7 |
|a Selling
|x Key accounts.
|2 fast
|0 http://id.worldcat.org/fast/fst01112026
|
| 776 |
|
|
|c Original
|z 9780749463519
|z 0749463511
|z 0749462213
|w (DLC) 2011034007
|
| 856 |
4 |
0 |
|u https://ebookcentral.proquest.com/lib/uchicago/detail.action?docID=850317
|y ProQuest Ebook Central
|z Licensed for 1 user at a time
|
| 901 |
|
|
|a YBPebook
|
| 903 |
|
|
|a HeVa
|
| 929 |
|
|
|a eresource
|
| 999 |
f |
f |
|i 0c9b6e9b-851e-5efa-9513-0db2cb5c72e3
|s ada185aa-5298-574a-a615-4dd78e676832
|
| 928 |
|
|
|t Library of Congress classification
|a HF5438.8.K48C47 2012
|l Online
|c UC-FullText
|n Licensed for 1 user at a time
|u https://ebookcentral.proquest.com/lib/uchicago/detail.action?docID=850317
|z ProQuest Ebook Central
|g ebooks
|i 6895808
|
