Summary of Key Account Management and Planning

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Key Account Management and Planning book summary


8 Overall

9 Applicability

7 Innovation

7 Style


Not surprisingly, the author of this exhaustive guide to key account management is a professor: Noel Capon of the Columbia University Graduate School of Business. His meticulous manual on key account management certainly could be used to teach a course on the subject. He thoroughly explains why corporations turn to key account management to handle their biggest customers. He outlines the benefits to these firms and their clientele, covering every stage of the account management process: selection of clients, key account organization, recruitment, training, research, analysis, strategy, step-by-step action and implementation. Capon’s liberal use of real-life stories, graphs, and examples of what works and what doesn’t helps break up the dry, complex material. This reference book requires commitment and concentration, but getAbstract considers it essential reading for anyone in corporate sales and key account management, or for any sales manager who is considering a key account management system.

In this summary, you will learn

  • How to manage key accounts;
  • Why many corporations are adopting key account management programs; and
  • How these programs benefit the supplier and the customer.

About the Author

Noel Capon, a business professor at Columbia University, has written more than 80 articles and several books.



Why Key Account Management?
The traditional salesforce system is quickly becoming a dinosaur. Mounting competition nationally and worldwide has made it more difficult to locate, acquire and retain customers. Labor and technology are more costly, and suppliers must contend with a shrinking...

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