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Title: Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset by Noel Capon ISBN: 0-7432-1188-X Publisher: Free Press Pub. Date: 01 September, 2001 Format: Hardcover Volumes: 1 List Price(USD): $45.00 |
Average Customer Rating: 4.8 (5 reviews)
Rating: 4
Summary: cost of book
Comment: i like this book and i want to buy it please tell me process.
Rating: 5
Summary: Thorough introduction to account management.
Comment: As a manager in a large international consulting firm, I've been exposed to a number of different issues in a key account management. This is one of the most thorough reviews of the subject I've come across.
The book spends about 30 pages covering the introduction to what Key Account Management is, and more importantly what it is not. It provides a balanced view to the benefits to both the customer and supplier firm, as well as instances where key account management may not be appropriate.
The bulk of the book (Part 2 and 3) covers key account analysis and planning. It devotes two entire chapters to key account analysis and supplier firm analysis/competitor analysis. These are perhaps the most valuable chapters in the book. Chapter 7 covers formulating and capturing the key account strategy -- from the vision and mission statements through action plans and resource committments. Part 2 also provides significant coverage of the various organizational issues around organizing for key account management.
Part 4 covers critical issues in key account management, including issues in partnering with your key accounts and a whirlwind treatment of issues related to global account management.
The content of the book (though dry) is good for a survey of the issues. A number of examples are provided to illustrate points, though some of these examples are fairly weak and could have easily been omitted. The exercises and appendices provided take up nearly 70 pages. The exercises are extremely helpful at boiling down analysis, planning and information requirements for improving key account plans. The appendices provide exposition and further examples to back up the content.
Overall, I would recommend this book for anyone who is new to account management and looking for a very even-handed overview of the structure, processes and critical issues for account management. It was exactly what I expected. I would not recommend this book for someone who is looking for an introduction to a sales organization or for tecniques on selling as that's not where the book is focused.
Rating: 5
Summary: Very thorough
Comment: Working in KAM and writing my thesis on Benchmarking KAM/KAS, I find this book to be one of the two cornerstones for me. It is well-developed and unlike many of the other books on the market, it leaves you with the impression that the process is difficult, but possible with proper planning. I have read many other books on the subject, that tell amusing anecdotes, make it look simple, and give little structure for proceeding. They are actually long sales brochures for the consultants that wrote the books. Capon's book covers how to manage the process of selecting, approaching, and acquiring key accounts, and more importantly, how to align this process with the strategy of the firm. Very useful.
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Title: The Seven Keys to Managing Strategic Accounts by Sallie Sherman, Joseph Sperry, Samuel Reese ISBN: 0071417524 Publisher: McGraw-Hill Pub. Date: 11 April, 2003 List Price(USD): $27.95 |
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Title: Successful Large Account Management by Tad Tuleja, Stephen E. Heiman, Robert B. Miller ISBN: 0446393568 Publisher: Warner Books Pub. Date: 01 May, 1992 List Price(USD): $14.95 |
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Title: Key Account Management by Peter Cheverton ISBN: 074943595X Publisher: Kogan Page Pub. Date: 01 September, 2001 List Price(USD): $38.00 |
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Title: Major Account Sales Strategy by Neil Rackham ISBN: 0070511144 Publisher: McGraw-Hill Trade Pub. Date: 01 January, 1989 List Price(USD): $24.95 |
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Title: Key Account Management: Maximizing Profitability from Major Customers by John Rock ISBN: 1875680594 Publisher: Business & Professional Publishing Pub. Date: 01 May, 1999 List Price(USD): $29.95 |
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