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The high-performing key account manager
Paperback
€39.14
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- Book Synopsis
- 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
- About The Author
- 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.
- Product Details
-
- ISBN
- 9781398620308
- Format
- Paperback
- Publisher
- KoganPage, (03 June 2025)
- Number of Pages
- 392
- Weight
- 632 grams
- Language
- English
- Dimensions
- 234 x 156 x 26 mm
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