Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of Implementing Key Account Management, published by Kogan Page.Rodrigo Guesalaga is Professor of Marketing at Universidad del Desarrollo, Chile. He is co-author of Implementing Key Account Management, published by Kogan Page.Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales.Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.

"This book focuses on KAM implementation as well as strategy, making it a great addition to the guides for key account managers, especially the chapter on the use of information technology and artificial intelligence."

• Chapter - 01: Introduction: succeeding in increasingly complex customer relationsSection - ONE: Network and Ecosystems-Wide Capabilities: Identifying opportunities for sustained value creationChapter - 02: Strategizing and PlanningChapter - 03: Researching and Seeking Value-Creation OpportunitiesChapter - 04: Managing Information and Conducting Financial AnalysisChapter - 05: Embracing technology and digitalisationSection - TWO: Inter-Organisational Capabilities: Fostering High-Value Relationships with Strategic CustomersChapter - 06: Developing Lasting RelationshipsChapter - 07: Engaging, Communicating and Building Trust with Key CustomersChapter - 08: Fostering Value-Based Selling and Co-Creating SolutionsChapter - 09: Negotiating And Designing Supplier-Customer PartnershipsSection - THREE: Intra-Organisational Capabilities: Creating the Conditions for High-Performance Account ManagementChapter - 10: Promoting Customer CentricityChapter - 11: Building Teams and Enhancing Cross-Functional CollaborationChapter - 12: Achieving Top Management Involvement and SupportChapter - 13: Leading And Influencing Both with And Without AuthorityChapter - 14: Conclusion: Enhancing Your Performance as Key Account Manager

Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of Implementing Key Account Management, published by Kogan Page.Rodrigo Guesalaga is Professor of Marketing at Universidad del Desarrollo, Chile. He is co-author of Implementing Key Account Management, published by Kogan Page.Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales.Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.

"This book focuses on KAM implementation as well as strategy, making it a great addition to the guides for key account managers, especially the chapter on the use of information technology and artificial intelligence."

• Chapter - 01: Introduction: succeeding in increasingly complex customer relationsSection - ONE: Network and Ecosystems-Wide Capabilities: Identifying opportunities for sustained value creationChapter - 02: Strategizing and PlanningChapter - 03: Researching and Seeking Value-Creation OpportunitiesChapter - 04: Managing Information and Conducting Financial AnalysisChapter - 05: Embracing technology and digitalisationSection - TWO: Inter-Organisational Capabilities: Fostering High-Value Relationships with Strategic CustomersChapter - 06: Developing Lasting RelationshipsChapter - 07: Engaging, Communicating and Building Trust with Key CustomersChapter - 08: Fostering Value-Based Selling and Co-Creating SolutionsChapter - 09: Negotiating And Designing Supplier-Customer PartnershipsSection - THREE: Intra-Organisational Capabilities: Creating the Conditions for High-Performance Account ManagementChapter - 10: Promoting Customer CentricityChapter - 11: Building Teams and Enhancing Cross-Functional CollaborationChapter - 12: Achieving Top Management Involvement and SupportChapter - 13: Leading And Influencing Both with And Without AuthorityChapter - 14: Conclusion: Enhancing Your Performance as Key Account Manager

Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of Implementing Key Account Management, published by Kogan Page.Rodrigo Guesalaga is Professor of Marketing at Universidad del Desarrollo, Chile. He is co-author of Implementing Key Account Management, published by Kogan Page.Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales.Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.

"This book focuses on KAM implementation as well as strategy, making it a great addition to the guides for key account managers, especially the chapter on the use of information technology and artificial intelligence."

• Chapter - 01: Introduction: succeeding in increasingly complex customer relationsSection - ONE: Network and Ecosystems-Wide Capabilities: Identifying opportunities for sustained value creationChapter - 02: Strategizing and PlanningChapter - 03: Researching and Seeking Value-Creation OpportunitiesChapter - 04: Managing Information and Conducting Financial AnalysisChapter - 05: Embracing technology and digitalisationSection - TWO: Inter-Organisational Capabilities: Fostering High-Value Relationships with Strategic CustomersChapter - 06: Developing Lasting RelationshipsChapter - 07: Engaging, Communicating and Building Trust with Key CustomersChapter - 08: Fostering Value-Based Selling and Co-Creating SolutionsChapter - 09: Negotiating And Designing Supplier-Customer PartnershipsSection - THREE: Intra-Organisational Capabilities: Creating the Conditions for High-Performance Account ManagementChapter - 10: Promoting Customer CentricityChapter - 11: Building Teams and Enhancing Cross-Functional CollaborationChapter - 12: Achieving Top Management Involvement and SupportChapter - 13: Leading And Influencing Both with And Without AuthorityChapter - 14: Conclusion: Enhancing Your Performance as Key Account Manager