- Understand the balance between achieving growth through the development of key accounts and serving key accounts, without letting costs become prohibitive
- Implement best practice in key account management in a confident and successful manner through a highly practical, step-by-step approach
- Benefit from rich learning features, including mini-cases, narratives, examples, diagrams, and visually represented models
- Online resources: include a bonus chapter, case studies, self-test questions, figures and tables, a template for creating your own KAM plan and suggested further reading
- Written by authors with over 20 years experience researching, teaching and consulting on key account management