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• Cover
• Half Title Page
• Title Page
• Copyright Page
• Dedication
• Contents
• Acknowledgments
• Preface
• Introduction
• Chapter 1: Key Account Management, Organizational Alignment, and the Selling Center
• From Treating All Customers Alike to a Key Account Strategy
• Implementing Key Account Management in Complex and Dynamic Companies
• Chapter 2: Building and Delivering Value to Key Accounts
• Integrating the Selling Center with the Buying Center
• Value Analysis and Delivery to Key Accounts
• Chapter 3: Leveraging Collaborative CRM and Technology
• The Value of Collaboration and Information in Key Account Management
• From the CRM Concept to CRM Value for Key Accounts
• Chapter 4: Business Customer Marketing and Key Account Development
• Marketing Strategy and Analysis for Key Account Customers
• From Key Account Development to Market Leadership
• Conclusion
• Biographies
• References
• Index