Buch, Englisch, 416 Seiten, Format (B × H): 170 mm x 244 mm, Gewicht: 715 g
Tools and Techniques for Achieving Profitable Key Supplier Status
Buch, Englisch, 416 Seiten, Format (B × H): 170 mm x 244 mm, Gewicht: 715 g
ISBN: 978-0-7494-6940-5
Verlag: Kogan Page
Autoren/Hrsg.
Fachgebiete
Weitere Infos & Material
- Section - ONE: Definitions and purpose;
- Chapter - 01: The key account approach;
- Chapter - 02: Why Key Account Management?;
- Chapter - 03: The spectrum of KAM ambition;
- Chapter - 04: What is a key account?;
- Chapter - 05: What is Key Account Management?;
- Section - TWO: Analysis: opportunity and value;
- Chapter - 06: Knowing the market, knowing your value;
- Chapter - 07: Knowing the people, knowing your value;
- Section - THREE: Relationship management;
- Chapter - 08: From ‘bow-ties’ to ‘diamonds’;
- Chapter - 09: Decision mapping and contact strategies;
- Chapter - 10: The good, the bad, the sad and the ugly;
- Section - FOUR: Achieving key supplier status;
- Chapter - 11: The purchasing revolution;
- Chapter - 12: Supply chain management: seeking value;
- Chapter - 13: Purchasing organization: rationalization and centralization;
- Chapter - 14: Supplier positioning: managing suppliers;
- Section - FIVE: Achieving strategic supplier status;
- Chapter - 15: Being of strategic value;
- Chapter - 16: How do they plan to grow?;
- Chapter - 17: How do they aim to win?;
- Chapter - 18: What drives them?;
- Chapter - 19: A shared future?;
- Section - SIX: The value proposition;
- Chapter - 20: The customer’s total business experience;
- Chapter - 21: The customer’s activity cycle;
- Chapter - 22: Measuring the value – securing the reward;
- Chapter - 23: Making the proposal;
- Section - SEVEN: Planning and joint planning;
- Chapter - 24: The key account plan;
- Chapter - 25: Joint planning;
- Section - EIGHT: Targeting;
- Chapter - 26: Customer classification;
- Chapter - 27: Customer distinction;
- Chapter - 28: Global Account Management;
- Section - NINE: Making it happen;
- Chapter - 29: Sins and requirements;
- Chapter - 30: Leadership and organization;
- Chapter - 31: Skills, attitudes and behaviours;
- Chapter - 32: The role of information technology;
- Chapter - 33: Measuring customer profitability;
- Chapter - 34: The implementation plan;
- Chapter - 35: Training and further help