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    Malcolm McDonald's Ten Guidelines for Profitable Key Account Management
    By Professor Malcolm McDonald On October 28, 2019

    Malcolm McDonald's Ten Guidelines for Profitable Key Account Management

    Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the...


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

    What does a great key account manager look like?
    By Dr. Sue Holt On August 11, 2019

    What does a great key account manager look like?

    The key account manager role is very different from that of a traditional salesperson, and increasingly many key account managers...


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

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