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Key Account Management and Planning
Book

Key Account Management and Planning

The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset

Free Press, 2001 more...


Editorial Rating

8

Qualities

  • Applicable

Recommendation

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.

Take-Aways

  • As traditional sales systems have declined, key account management has become increasingly important.
  • You derive 80% of your revenue from 20% of your customers.
  • Key account management focuses on these crucial customers.

About the Author

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


Comment on this summary or Start Discussion

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    P. S. 3 years ago
    VERY INFORMATIVE COURSE INDEED
  • Avatar
    H. S. 4 years ago
    Precise
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    R. K. 4 years ago
    It’s Avery informative cource. Nice