Key Account Management

Contents

Acknowledgments

Preface

Introduction

Chapter 1    Key Account Management, Organizational Alignment, and the Selling Center

                    From Treating All Customers Alike to a Key Account Strategy

                    Implementing Key Account Management in Complex and Dynamic Companies

Chapter 2    Building and Delivering Value to Key Accounts

                    Integrating the Selling Center with the Buying Center

                    Value Analysis and Delivery to Key Accounts

Chapter 3    Leveraging Collaborative CRM and Technology

                    The Value of Collaboration and Information in Key Account Management

                    From the CRM Concept to CRM Value for Key Accounts

Chapter 4    Business Customer Marketing ...