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Key Account Management - Negotiating with Key Customers

Strategic negotiation is a fundamental competence for key account managers. Many key account managers still struggle to move...


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Key Account Management: What have you done for me lately?

We can be very proud of having a key account management (KAM) programme in place, but:


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Developing Customer-led and Customer-focused Strategies

As key account management has evolved over the last twenty years it has moved from a focus on what the supplier wanted to...


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