E-Book, Englisch, 392 Seiten, Web PDF
Marcos / Guesalaga / Hough The High-Performing Key Account Manager
1. Auflage 2025
ISBN: 978-1-3986-2040-7
Verlag: Kogan Page
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)
Creating Sustained Value with Strategic Customers
E-Book, Englisch, 392 Seiten, Web PDF
ISBN: 978-1-3986-2040-7
Verlag: Kogan Page
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)
Looking to develop the skills and strategies needed to excel as a key account manager and drive profitable growth?
The High-Performing Key Account Manager is a practical, aspirational guide tailored for mid-career professionals eager to build credibility and lead strategic customer relationships. This book offers proven models and actionable tools to help you develop core competencies, foster trust and implement value-based sales solutions that deliver measurable results.
You'll learn how to:
- Apply principles for building long-lasting, profitable customer relationships
- Implement strategies to build trust and deliver value-driven sales solutions
- Optimize organizational support by enhancing leadership, teamwork and collaboration
- Learn from real-world examples including Siemens, Caterpillar, Honeywell and CISCO
- And develop the skills to navigate challenges and capitalize on emerging market opportunities
Equip yourself with the frameworks and insights needed to perform at the highest level and advance your career in key account management.
Themes include: Key account management, strategic customer relationships, sales strategy, leadership, cross-functional collaboration, career development
Autoren/Hrsg.
Fachgebiete
- Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management E-Commerce, E-Business, E-Marketing
- Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
- Mathematik | Informatik EDV | Informatik Digital Lifestyle Internet, E-Mail, Social Media
- Wirtschaftswissenschaften Betriebswirtschaft Management Internationales Management
Weitere Infos & Material
Chapter - 01: Introduction: succeeding in increasingly complex customer relations Section - ONE: Network and Ecosystems-Wide Capabilities: Identifying opportunities for sustained value creation Chapter - 02: Strategizing and Planning Chapter - 03: Researching and Seeking Value-Creation Opportunities Chapter - 04: Managing Information and Conducting Financial Analysis Chapter - 05: Embracing technology and digitalisation Section - TWO: Inter-Organisational Capabilities: Fostering High-Value Relationships with Strategic Customers Chapter - 06: Developing Lasting Relationships Chapter - 07: Engaging, Communicating and Building Trust with Key Customers Chapter - 08: Fostering Value-Based Selling and Co-Creating Solutions Chapter - 09: Negotiating And Designing Supplier-Customer Partnerships Section - THREE: Intra-Organisational Capabilities: Creating the Conditions for High-Performance Account Management Chapter - 10: Promoting Customer Centricity Chapter - 11: Building Teams and Enhancing Cross-Functional Collaboration Chapter - 12: Achieving Top Management Involvement and Support Chapter - 13: Leading And Influencing Both with And Without Authority Chapter - 14: Conclusion: Enhancing Your Performance as Key Account Manager