"Soundly based on accepted theory, this book represents an inestimable practical guide to key account management. As a rare collection of wisdom and insight into KAM, it has great value for practitioners and students, and is highly recommended for those aiming for the AKAM Diploma. Malcolm McDonald and Beth Rogers were among the very first in the UK to acknowledge and research KAM, making important contributions to this professional discipline which is still poorly understood by most companies." * Dr Diana Woodburn, Chairman of the Association for Key Account Management * "This book is an up-to-date and comprehensive piece of knowledge on key account management. The solid frameworks and practical insights it contains, together with the expertise and passion of the authors, offer the reader an engaging learning tool for successful KAM." * Dr Rodrigo Guesalaga, Director of the KAM Best Practice Research Club, Cranfield University * "I found this book to be integrating and interesting as it offers some new insights into Key Account Management. I believe that this book is a 'must read' for anyone who is working as a Key Account Manager or who is planning to introduce KAM into their organisation." * Dr Kenneth Le Meunier-FitzHugh, Senior Lecturer in Marketing, University of East Anglia * "Key account management has become increasingly critical to business success. A great combination of key account theory and practice, this book is a must-read for all business leaders." * Nick Porter, Chairman of the Association of Professional Sales *