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    Key Account Management - Negotiating with Key Customers
    By Dr. Sue Holt On October 6, 2019

    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 away...


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    Tags: Cranfield School of Management, featured learning, featured leadership,

    Key Account Management: What have you done for me lately?
    By Professor Rodrigo Guesalaga On August 29, 2019

    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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    Tags: Cranfield School of Management, featured learning, featured leadership,

    Developing Customer-led and Customer-focused Strategies
    By Dr. Sue Holt On July 24, 2019

    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 achieve...


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    Tags: Cranfield School of Management, featured learning, featured leadership,

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