The reference book on Key Account Management in the French language. The content deals with the fundamentals of the discipline, the definition of key accounts, the Key Account Program setup processes, the key account planning tools for every Key Account Manager. A thought-provoking, yet pragmatic opus intended for academic researchers and trainers and practitioners of Key Customer-Supplier relationships.
FAUCHER, H. (2015). Key Account Manager, Vendeur ou Chef d'Orchestre ? Editions KAWA, 401 pages.