Peter Cheverton's Books

Key Account Management

Tools and Techniques for Achieving Profitable Key Supplier Status

By: Peter Cheverton

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Key Account Management

Tools and Techniques for Achieving Profitable Key Supplier Status

By: Peter Cheverton

An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers. Online resources include helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed.

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Page Count

416

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749469412

ISBN 13

9780749469412

Global Account Management

A Complete Action Kit of Tools and Techniques for Managing Key Global Customers

By: Peter Cheverton

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Global Account Management

A Complete Action Kit of Tools and Techniques for Managing Key Global Customers

By: Peter Cheverton

Global Account Management explains the challenges of establishing a global account strategy and guides the reader through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global clients. Peter Cheverton highlights the difference between an international company operating in different markets and one that can be considered truly global. He explains that company directors need to understand whether a client has consistent needs across different countries, possesses a global operational structure, and has the ability to implement global decisions. Cheverton then details the factors critical to successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous. Global Account Management gives readers the information and insight they need to ensure the future success of their companies.

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Page Count

256

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749452277

ISBN 13

9780749452278

Key Account Management

Tools and Techniques for Achieving Profitable Key Supplier Status

By: Peter Cheverton

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Key Account Management

Tools and Techniques for Achieving Profitable Key Supplier Status

By: Peter Cheverton

Key Account Management is a highly practical book with a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers - the lifeblood of any organization. Fully re-written to reflect the most recent trends and challenges, this new edition will reinforce its standing as the premier book on the subject. Very few books take the long-term, team-selling strategic view of KAM that this book takes, and it is the only book which focuses on implementation rather than theory. Based on real and current experience of companies facing the challenge, it provides tools for use in the real world that will help you to plan your own strategy as you proceed. The case studies span the full breadth of the KAM experience: FMCG, Retail, B2B, Petrochemical, Speciality Chemical, Service Industry, Pharmaceutical, IT and Financial Services. With a CDROM containing ready-to-use application tools, Key Account Management has found a global resonance with business practitioners, whilst also establishing itself on many academic reading lists.

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Page Count

401

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749454385

ISBN 13

9780749454388

Global Account Management

A Complete Action Kit of Tools and Techniques for Managing Key Global Customers

By: Peter Cheverton

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Global Account Management

A Complete Action Kit of Tools and Techniques for Managing Key Global Customers

By: Peter Cheverton

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256

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Kogan Page Publishers

Published Date

ISBN 10

0749452277

ISBN 13

9780749452278

Understanding the Professional Buyer

What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves

By: Peter Cheverton,Jan Paul Van Der Velde

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Understanding the Professional Buyer

What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves

By: Peter Cheverton,Jan Paul Van Der Velde

Understanding the Professional Buyer is a practical guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship. In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers - and the sales techniques used in previous years are no longer working. This book shows how to understand this new breed of buyer, in order to interact with them on a more level playing field. Contents include developments in the industry; purchasing organizations; types of buyers; purchasing analysis; and crucially, buyer-seller relations.

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Page Count

208

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749461470

ISBN 13

9780749461478

How Come You Can't Identify Your Key Customers?

By: Peter Cheverton

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How Come You Can't Identify Your Key Customers?

By: Peter Cheverton

Key account management (KAM) is not a sales initiative, it is a business-wide process that must be managed and supported from the top. This handbook is designed for all those involved in the management of key accounts, but who are uncertain about how these important customers are identified, selected and managed. Peter Cheverton shows how to achieve the core objectives of KAM: retain existing customers in a competitive environment; grow through acquiring new long-term contracts; achieve global "preferred supplier" status; manage customers serviced by several departments in a consistent way; create a customer-intimate business; and achieve operational excellence. According to Cheverton the purpose of KAM is "managing the future" - achieving a realistic balance between objectives, the market opportunity and the resources available. Global cases, tools, techniques and exercises are all included.

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Page Count

156

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749446110

ISBN 13

9780749446116

Key Account Management in Financial Services

Tools and Techniques for Building Strong Relationships with Major Clients

By: Peter Cheverton

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Key Account Management in Financial Services

Tools and Techniques for Building Strong Relationships with Major Clients

By: Peter Cheverton

Peter Cheverton's Key Account Management (3rd edition 2004) has established itself as the leading book on the subject. The idea for this new book was prompted by the huge up-take for his KAM Masterclass seminars and workshops from sales and marketing people in FS companies all over the world. It follows a similar structure to the original book, but offers specific advice on marketing and selling financial products, with real-world examples and case studies from FS companies around the globe. Compiled from original in-depth research and interviews, the book is divided into seven parts and is designed to take the reader through the process of understanding, analysis, planning, implementation and performance monitoring, so it can be used as a 'before, during, and after' guide to practical implementation. With areas covered such as the changing environment in financial services; the buying process; competitor replacement strategies; identifying key accounts; meeting the customer's needs; E-commerce and the Internet; and management of non key accounts, this book is a must-have for anyone working or studying in this field.

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Page Count

356

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749441879

ISBN 13

9780749441876

Building the Value Machine

Transforming Your Business Through Collaborative Customer Partnerships

By: Peter Cheverton,Kingsley Weber

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Building the Value Machine

Transforming Your Business Through Collaborative Customer Partnerships

By: Peter Cheverton,Kingsley Weber

Building the Value Machine represents the type of business that many aspire towards - a business that is able to align its internal functions, including sales and marketing, in order to collaborate with its key customers and create real and unique value for mutual benefit. This book provides a solution to the challenge of finding the right organizational structures, the right planning and operational processes, and to place all of that under the right kind of leadership to create the 'right kind of value'. This is the kind of value that will be good for both the customer's business and the organizations. Building the Value Machine explores how to target your customers effectively, match the capabilities of the business with the needs of the customer, and align all business functions through successful leadership. The result is a business that is truly aligned with its customers, and fully attuned to the vital match between knowing which opportunities to chase and being able to deliver the value required. It will help any business learn and develop both its processes and its value propositions.

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Page Count

240

Publisher

Kogan Page Publishers

Published Date

ISBN 10

074945864X

ISBN 13

9780749458645

Island Epidemics

By: Andrew David Cliff,Peter Haggett,Matthew Smallman-Raynor

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Island Epidemics

By: Andrew David Cliff,Peter Haggett,Matthew Smallman-Raynor

In Island Epidemics, the authors show that the complex warfare of invasion and extinction observed by Darwin for plants and animals applies with equal force to human diseases. A world picture is presented of diseases, which range from the familiar (influenza and German measles) to the exotic (kuru and tsutsugamushi), and islands which range in remoteness, from the accessible United Kingdom to the inaccessible Tristan da Cunha and Easter Island.

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Page Count

602

Published Date

ISBN 10

0198288956

ISBN 13

9780198288954

Beyond Contempt

The Inside Story of the Phone Hacking Trial

By: Peter Jukes

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Beyond Contempt

The Inside Story of the Phone Hacking Trial

By: Peter Jukes

A factual account of the trial of Rupert Murdoch's newspaper journalists for phone hacking, corruption of officials, and conspiracy to pervert the course of justice. His favourite executive, Rebekah Brooks, editor of the News of the World and The Sun, was acquitted and her friend and colleague Andy Coulson jailed. This book covers every twist and turn of the case, which took place at the Old Bailey in London in 2013 and 2014. It includes a list of the charges, defendants and their counsel and previously unreported material.

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Page Count

257

Publisher

Canbury Press

Published Date

ISBN 10

0993040713

ISBN 13

9780993040719

The New Boss

How to Survive the First 100 Days

By: Peter Fischer

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The New Boss

How to Survive the First 100 Days

By: Peter Fischer

For all managers making a leadership transition, it is critical to engage with the new role rapidly to permit a seamless changeover and to ensure that staff remain engaged and focused. This handy guide provides you with the structure and guidance you need to minimise disruption and maximise performance during the crucial first 100 days. Written by Peter Fischer, an industrial psychologist and psychotherapist, the book provides you with tried and tested models and self-assessment techniques which allow you to manage expectations, build key relationships and drive through change during your first three months in charge. The first part of the book deals with the common problems faced by new managers in the early days of a new post, shows the right questions to ask and also provides really helpful advice on issues such as how to deal with a disappointed contender. The second part of the book looks at the problems faced by new appointees in different scenarios, including: internal promotion; external hire; big predecessor and little successor, the young high-potential manager and the overseas assignment. If you are a new manager, no matter the circumstances of your appointment, this book identifies all the problems you are likely to face, shows you how to deal with them, and allows you to hit the ground running in your new role.

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Page Count

193

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749455039

ISBN 13

9780749455033

Star

The Life and Wild Times of Warren Beatty

By: Peter Biskind

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Star

The Life and Wild Times of Warren Beatty

By: Peter Biskind

In this compulsively readable and constantly surprising book, Peter Biskind, the author of the film classics Easy Riders, Raging Bulls and Down and Dirty Pictures, writes the most intimate, revealing, and balanced biography ever of Hollywood legend Warren Beatty. Famously a playboy, Beatty has also been one of the most ambitious and successful stars in Hollywood. Several Beatty films have passed the test of time, from Bonnie and Clyde to Shampoo, Heaven Can Wait, Reds (for which he won the best director Oscar), Bugsy, and Bulworth. Few filmgoers realize that along with Orson Welles, Beatty is the only person ever nominated for four Academy Awards for a single film -- and unlike Welles, Beatty did it twice. Biskind shows how Beatty used star power, commercial success, savvy, and charm to bend Hollywood moguls to his will. Beatty's private life has been the subject of gossip for decades, and Star confirms his status as Hollywood's leading man in the bedroom, describing his affairs with Joan Collins, Natalie Wood, Leslie Caron and Madonna, among many others. Biskind explains how Beatty exercised unique control, often hiring screenwriters out of his own pocket, producing, directing, and acting in his own films. He was arguably one of the most successful and creative figures in Hollywood during the second half of the twentieth century, and in this fascinating biography, Warren Beatty comes to life -- complete with excesses and achievements -- as never before.

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Page Count

635

Publisher

Simon and Schuster

Published Date

ISBN 10

1847378390

ISBN 13

9781847378392

Eavesdropping on the Emperor

Interrogators and Codebreakers in Britain's War With Japan

By: Peter Kornicki

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Eavesdropping on the Emperor

Interrogators and Codebreakers in Britain's War With Japan

By: Peter Kornicki

When Japanese signals were decoded at Bletchley Park, who translated them into English? When Japanese soldiers were taken as prisoners of war, who interrogated them? When Japanese maps and plans were captured on the battlefield, who deciphered them for Britain? When Great Britain found itself at war with Japan in December 1941, there was a linguistic battle to be fought--but Britain was hopelessly unprepared. Eavesdropping on the Emperor traces the men and women with a talent for languages who were put on crash courses in Japanese, and unfolds the history of their war. Some were sent with their new skills to India; others to Mauritius, where there was a secret radio intercept station; or to Australia, where they worked with Australian and American codebreakers. Translating the despatches of the Japanese ambassador in Berlin after his conversations with Hitler; retrieving filthy but valuable documents from the battlefield in Burma; monitoring Japanese airwaves to warn of air-raids--Britain depended on these forgotten 'war heroes'. The accuracy of their translations was a matter of life or death, and they rose to the challenge. Based on declassified archives and interviews with the few survivors, this fascinating, globe-trotting book tells their stories.

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Page Count

426

Publisher

Oxford University Press

Published Date

ISBN 10

0197644082

ISBN 13

9780197644089

The Man I Became

By: Peter Verhelst

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The Man I Became

By: Peter Verhelst

An impressively entertaining tale about the frailty of human civilisation by the leading Flemish writer Peter Verhelst, now for the first time in English. Warning: This story is narrated by a gorilla. He is plucked from the jungle. He learns to chat and passes the ultimate test: a cocktail party. Eventually he is moved to an amusement park, where he acts in a play about the history of civilisation. But as the gorilla becomes increasingly aware of human frailties, he must choose between his instincts and his training, between principles and self-preservation. Why Peirene chose to publish this book: This is Peirene's first book narrated by an ape. Animal fables are usually not my thing. It needed Belgian deadpan humour to convince me otherwise. Mixing Huxley's Brave New Worldwith Orwell's Animal Farm, the fast-paced plot leaves behind images that play in your mind long after you have closed the book. Meike Ziervogel Simple, but wonderful and impassioned. De Standaard .A heart-warming novella in bleak times. Humo

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Peirene Press

Published Date

ISBN 10

1908670274

ISBN 13

9781908670274

The Pledge

A History of the Pledge of Allegiance

By: Jeffrey Owen Jones,Peter Meyer

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The Pledge

A History of the Pledge of Allegiance

By: Jeffrey Owen Jones,Peter Meyer

The cultural and political history of the Pledge of Allegiance, how it came to be, what it means to Americans, and why we have battled over it for generations For more than a century, reciting the Pledge of Allegiance has been a central part of the American Experience. And perhaps because of its ubiquity, this simple flag salute has served not only as a unifying ritual but also as a lightning rod for bitter controversy. Congress's 1954 decision to add "under God" to the Pledge has made it the focus of three U.S. Supreme Court cases and at least one other landmark appellate decision. The debate continues today, but along with it exists a widely held admiration and support for this simple affirmation of our shared patriotism. As Jeffrey Owen Jones and Peter Meyer show in their illuminating history, this brief salute to the flag has had an almost magical power to galvanize people's deepest feelings and beliefs about who we are and ought to be as a nation. In that sense, the story of the Pledge of Allegiance is the story of America and the American people.

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Page Count

225

Publisher

Macmillan

Published Date

ISBN 10

1429980796

ISBN 13

9781429980791

Don't Tell My Mother

How to Fight War on Your Own Terms

By: Peter Duggan-Smith

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Don't Tell My Mother

How to Fight War on Your Own Terms

By: Peter Duggan-Smith

A devil-may-care account of hair-raising flying, hard drinking, fast ladies, and an unbelievable insouciance in the face of danger.

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Page Count

311

Publisher

Dundurn

Published Date

ISBN 10

1459715209

ISBN 13

9781459715202

Understanding the Professional Buyer

What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves

By: Peter Cheverton,Jan Paul Van Der Velde

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Understanding the Professional Buyer

What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves

By: Peter Cheverton,Jan Paul Van Der Velde

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Page Count

208

Publisher

Kogan Page Publishers

Published Date

ISBN 10

0749461470

ISBN 13

9780749461478

Building the Value Machine

Transforming Your Business Through Collaborative Customer Partnerships

By: Peter Cheverton

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Building the Value Machine

Transforming Your Business Through Collaborative Customer Partnerships

By: Peter Cheverton

Building the Value Machine represents the type of business that many aspire towards - a business able to align its internal functions (sales, marketing etc) in order to collaborate with its key customers in the creation of real and unique value for mutual benefit. Building the Value Machineshows you how to target your customers effectively, match the capabilities of the business with the needs of the customer and align all the business functions through successful leadership. The result is a business that is truly aligned with its customers, and fully attuned to the vital match between their o.

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Page Count

225

Published Date

ISBN 10

6612466251

ISBN 13

9786612466250

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