Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status

An organization's key accounts are its lifeblood. Key account management focuses on the long—term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology.

This fully updated 6th edition of Key Account Management tak...