Customer Reviews:
 Excellent guide to an important topic May 2, 2006
1 out of 2 found this review helpful
The topic of Key Account Management is becoming increaingly important to most companies as they focus more of their efforts on their key customers ( ref C&W's recent re-org)
This is an excellent book which balances academic rigour with practical advice.
 A Good Read! May 10, 2005
6 out of 6 found this review helpful
As supply chains get shorter, industries are consolidating and buyers are narrowing their lists of preferred suppliers. This means that suppliers must get closer to their customers and manage their critical accounts carefully. This thorough survey of key account management outlines all of the essentials. Author Peter Cheverton provides a good overview of analytical tools, sound advice on strategy, timely warnings and even a CD with software and planning tools. Without great loss, the manuscript could have been trimmed much tighter, but the author's style is clear enough that the unnecessary material is not particularly burdensome. We highly recommend this book to anyone with an interest in key corporate sales.
Gives an an essential foundation to all aspects of KAM March 9, 2001
47 out of 51 found this review helpful
I found this book to be an essential read for identifying, targetting and retaining Key Accounts. Having a background in KAM, I'm fairly familiar with the tricks and processes involved in all aspects of KAM, however the information that I found in this book was exceptionally usefull. From the evolution of a key account, to the strategic context, planning and targetting, these areas were all covered in depth with multi-dimensional models and examples as guides. I found especially usefull the sections on market mapping to give a background to a customer/market and the future of Key Account Management. Overall I would definately recommend this book either to professionals starting out in the industry or seasoned Account Managers for some techniques that I'm sure they would find usefull.
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