Tags: key account management, article
Tags: key account management, article
Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the...
Tags: Cranfield School of Management, featured learning, featured leadership,
Strategic negotiation is a fundamental competence for key account managers. Many key account managers still struggle to move away...
Tags: Cranfield School of Management, featured learning, featured leadership,
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...
Tags: Cranfield School of Management, featured learning, featured leadership,
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,...
Tags: Cranfield School of Management, featured learning, featured leadership,
