February 2015
Intermediate to advanced
416 pages
11h 16m
English
Content preview from Key Account Management, 6th Edition
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Measuring customer profitability
Is it a reasonable assumption that KAM will be more profitable than traditional selling? There is only one answer to this question: never make such an assumption!
If ever there was a need to make better measures of profitability it comes with the initiation of a KAM approach. You are about to change the use of your company resources, perhaps dramatically, giving more to some, and taking them away from others; shouldn’t you want to know the impact of those changes – the returns on your different investments?
Assumptions are always dangerous with regards to profitability, even educated ones. It may be true that the practice of KAM results in a more efficient use of resources, with better targeting of your efforts, ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.