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The High-Performing Key Account Manager de Javier Marcos

The High-Performing Key Account Manager

Autor Javier Marcos, Rodrigo Guesalaga, Andrew Hough, Richard Vincent
en Limba Engleză Paperback – 3 iun 2025
Develop the skills and capabilities to maintain high performance, deliver exceptional customer value and drive profitable growth.
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Specificații

ISBN-13: 9781398620308
ISBN-10: 1398620300
Pagini: 392
Dimensiuni: 156 x 230 x 24 mm
Greutate: 0.59 kg
Editura: Kogan Page

Notă biografică

Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. Prior to his career in academia, he worked for Unilever in management positions in Spain and in the UK and was the Director of Custom Programmes, Executive Education, and Senior Faculty at the University Cambridge, Judge Business School. He is the author of Implementing Key Account Management, also published by Kogan Page.

Cuprins

    • 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