Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset

by Noel Capon

A practical and timely handbook for modern-day sales managers explains how to transform key accounts, in both domestic and global markets, into business success, providing step-by-step guidelines for developing strategy, managing a sales force, analyzing key accounts, and more. 12,500 first printing.

Genres: Business

480 pages, Hardcover

First published September 1, 2001

Reviews

[Sarah · Rating 3 out of 5]

It's a big book, and it's outdated. I think it was written in 2001 but the majority of the references are to the 80s. Lots of stuff in here that was not applicable (supplier/buyer) but general AM strategy and account planning ideas were helpful. Mostly skimmed through this book over 1-2 hours but that was enough.

[Hasan · Rating 5 out of 5]

Its a reference book every KAM needs by their side, forever!