Strategic negotiation is a fundamental competence for key account managers. Many key account managers still struggle to move away...
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We can be very proud of having a key account management (KAM) programme in place, but:
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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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The greatest potential of using key account management (KAM) as a strategic approach for growing a supplier’s business, rests on...
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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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Adopting Key Account Management (KAM) requires the commitment of specific resources, changes in the organisational structure and,...
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For organisations looking to implement key account management, Mark Davies, visiting fellow at Cranfield School of Management,...
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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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Mark Davies, visiting fellow at Cranfield, conveys how important is it for key account managers to develop relationships with...
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