Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. Prior to his career in academia, he worked for Unilever in management positions in Spain and in the UK and was the Director of Custom Programmes, Executive Education, and Senior Faculty at the University Cambridge, Judge Business School. He is the author of Implementing Key Account Management, also published by Kogan Page.
Inhaltsangabe
Chapter 01: Introduction: succeeding in increasingly complex customer relations Section ONE: Network and Ecosystems Wide Capabilities: Identifying opportunities for sustained value creation Chapter 02: Strategizing and Planning Chapter 03: Researching and Seeking Value Creation Opportunities Chapter 04: Managing Information and Conducting Financial Analysis Chapter 05: Embracing technology and digitalisation Section TWO: Inter Organisational Capabilities: Fostering High Value Relationships with Strategic Customers Chapter 06: Developing Lasting Relationships Chapter 07: Engaging, Communicating and Building Trust with Key Customers Chapter 08: Fostering Value Based Selling and Co Creating Solutions Chapter 09: Negotiating And Designing Supplier Customer Partnerships Section THREE: Intra Organisational Capabilities: Creating the Conditions for High Performance Account Management Chapter 10: Promoting Customer Centricity Chapter 11: Building Teams and Enhancing Cross Functional Collaboration Chapter 12: Achieving Top Management Involvement and Support Chapter 13: Leading And Influencing Both with And Without Authority Chapter 14: Conclusion: Enhancing Your Performance as Key Account Manager
Chapter 01: Introduction: succeeding in increasingly complex customer relations Section ONE: Network and Ecosystems Wide Capabilities: Identifying opportunities for sustained value creation Chapter 02: Strategizing and Planning Chapter 03: Researching and Seeking Value Creation Opportunities Chapter 04: Managing Information and Conducting Financial Analysis Chapter 05: Embracing technology and digitalisation Section TWO: Inter Organisational Capabilities: Fostering High Value Relationships with Strategic Customers Chapter 06: Developing Lasting Relationships Chapter 07: Engaging, Communicating and Building Trust with Key Customers Chapter 08: Fostering Value Based Selling and Co Creating Solutions Chapter 09: Negotiating And Designing Supplier Customer Partnerships Section THREE: Intra Organisational Capabilities: Creating the Conditions for High Performance Account Management Chapter 10: Promoting Customer Centricity Chapter 11: Building Teams and Enhancing Cross Functional Collaboration Chapter 12: Achieving Top Management Involvement and Support Chapter 13: Leading And Influencing Both with And Without Authority Chapter 14: Conclusion: Enhancing Your Performance as Key Account Manager
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