Cranfield Executive Development Blog

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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By Dr. Sue Holt On August 11, 2019

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

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By Professor Rodrigo Guesalaga On August 8, 2019

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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By Dr. Sue Holt On July 24, 2019

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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