Strategic negotiation is a fundamental competence for key account managers. Many key account managers still struggle to move away...
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The key account manager role is very different from that of a traditional salesperson, and increasingly many key account managers...
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As key account management has evolved over the last twenty years it has moved from a focus on what the supplier wanted to achieve...
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As a result of progressive globalisation and industry consolidation, International Key Account Management (IKAM) has become an...
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As the late great Sir John Harvey Jones said:
“Planning is an unnatural process; it is much more fun to do something. And the...
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Everyone knows the famous Culture Club song Karma Chameleon. But here we are going to introduce the KAMA Chameleon, or in our...
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Ask organisations to list the essential ingredients of a Key Account implementation and Key Account Plans will always feature on...
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