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From the PublisherTom VanHootegem Director of National Accounts, Boise Cascade Office Products, and past President, Strategic Account Management Association (SAMA) Noel Capon has written the bible of key account management for anyone who works with key accounts, particularly those in senior management. I was really impressed with the level of detail and the depth of the understanding. This handbook will be my first source to research specific issues as they might arise. A superb achievement.
John Quelch Dean, London Business School, London, England A must-read for executives around the world for whom key account management is fast becoming one of their most critical challenges.
Fred Schindler International Sales Operations, Program Executive, Global Customer Management, IBM Capon's differentiation of the global account management elements is insightful and will help those considering global account management to avoid some common mistakes. If his advice is followed, companies can get breakthrough results in managing their most important clients.
William Ilaria Senior Director, Business Development, Kraft Foods From theory to practice to implementation in one complete guide to increasing brand and company value. I've used Noel Capon's approach and it works. It's that simple.
Steven W. Lewis Vice President, Development II, Inc. This book will catapult Mr. Capon into the forefront of strategic account management. It is destined to be the primer for creating successful national and global programs.
Lisa Napolitano Executive Director, Strategic Account Management Association (SAMA) A truly comprehensive book...its strength is its delineation of the many components of crafting and executing a successful strategic customer strategy, something every business executive should be clamoring for in today's highly competitive marketplace.
Bram Bluestein Executive Vice President, A. T. Kearney, Inc. Those who have already begun to implement this system will find themselves in many chapters of this book. Those who are just embarking on the journey will find it invaluable to accelerate successful implementation.