Key Account Management, Paperback/Peter Cheverton


Any organization’s key accounts are its lifeblood. Key Account Management puts forward a unique yet straightforward planning methodology for identifying, obtaining, retaining and developing key customers.  Key account management focuses on the long-term investment of resources — both in terms of product quality and account managers — into a customer that can offer an exceptional return on resources.  But which are the key accounts? Are they the ones growing the fastest? The ones who are mos


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