How Come You Can't Identify Your Key Customers?

A handbook on key account management (KAM). Peter Cheverton explores how to achieve the core objectives of KAM, such as how to retain customers in a competitive... » 

A handbook on key account management (KAM). Peter Cheverton explores how to achieve the core objectives of KAM, such as how to retain customers in a competitive environment and how to create a customer-intimate business. There are global cases, tools, techniques and exercises. «