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,
Tags: Cranfield School of Management, featured learning, featured leadership,
Tags: Cranfield School of Management, featured learning, featured leadership,
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,
Tags: Cranfield School of Management, featured learning, featured leadership,
Tags: Cranfield School of Management, featured learning, featured leadership,
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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Creating customer value is the core mission of marketing and sales organisations. To ensure your sales strategy creates...
Tags: Cranfield School of Management, featured learning, featured leadership,
Tags: Cranfield School of Management, featured learning, featured leadership,