February 2015
Intermediate to advanced
416 pages
11h 16m
English
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Contents
Foreword by Professor Malcolm McDonald
And it was all going so very well…
Part One Definitions and purpose
02 Why Key Account Management?
03 The spectrum of KAM ambition
05 What is Key Account Management?
Part Two Analysis: opportunity and value
06 Knowing the market, knowing your value
07 Knowing the people, knowing your value
Part Three Relationship management
08 From ‘bow-ties’ to ‘diamonds’
09 Decision mapping and contact strategies
10 The good, the bad, the sad and the ugly
Part Four Achieving key supplier status
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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.