Implementing key account management : designing customer-centric processes for mutual growth / Javier Marcos, Mark Davies, Rodrigo Guesalaga and Sue Holt.
By: Marcos, Javier (Account management) [author.].
Publisher: New York : Kogan Page Ltd, [2018]Edition: 1 Edition.Description: xvii, 329 pages : illustrations ; 24 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9780749482756 (pbk.).Subject(s): Financial services industry -- Management | Marketing -- Key accounts | Customer servicesGenre/Form: Print books.| Current location | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|
| On Shelf | HG173 .M317 2018 (Browse shelf) | Available | AU00000000012578 |
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| HG173 .H36 2014 Handbook of research methods and applications in empirical finance | HG173 .K363 2021 Just money : mission-driven banks and the future of finance / | HG173 .L3796 2018 Inclusive fintech : blockchain, cryptocurrency and ICO / | HG173 .M317 2018 Implementing key account management : designing customer-centric processes for mutual growth / | HG173 .M398 2011 Introduction to finance : markets, investments, and financial management / | HG173 .M44 1992 Continuous-time finance / | HG173 .M638 2015 Good regulation, bad regulation : the anatomy of financial regulation / |
Includes index.
Introduction to implementing key account management -- Re-engaging strategic customers -- Adopting key account management -- Building customer understanding and value planning -- Developing customer relationships -- Developing winning offerings -- Creating compelling customer value propositions -- Co-creating value with key customers -- Designing customer-centric approaches and processes -- The role of the key account manager and the kam team -- Measuring KAM performance -- Motivating, incentivizing and rewarding for KAM -- KAM and procurement: the buyer's perspective and value-based negotiation -- International key account management -- Assessing your KAM programme: a framework -- The KAM framework -- Index.