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Book summary: The theory and practice of key account management, including practical tools addressing many aspects of the approach. With new chapters on.
with great authority on what world class key account managers should be doing and what skill sets they require. Other issues. Other areas for our research efforts included the role of IT, organizational structures, measuring KAM effectiveness, communications, cultural issues, all of them covered extensively in this book.
He is the co-author of the book, The Mind of the Customer: How the World's. Leading management programs will generate higher volumes and greater share from key accounts. They also hope that highly coordinated account management The salesperson perspective: The Key Account Management (KAM) role is.
26 Sep 2015 "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned
Authors: Andersson, Eric. Johansson, Linus. Tutor: Mosad Zineldin. Examiner: Martin Amsteus. Date: 27th May 2015. Subject: Key account management. Level: Bachelor thesis. Course code: 2FE16E books from the university library and articles from Google scholar and Onesearch. According to Machi & McEvoy (2009),
8 Feb 2018 Full-text (PDF) | Argues that key account management (KAM) in industrial and business-to-business markets has its roots in sales management where it has long been recognized that customers of strategic importance require special treatment. Explains prescriptive books of the “How to do it" variety (e.g.
The UPU's Key Account Management Guide for Practitioners has been prepared by the Directorate of Markets Development in classroom, action learning and books. Ability to develop and build strong business and personal relationships. Communication, listening and presenting skills. Understanding your markets,.
The concepts of key account management and trade marketing were introduced in the Fast Moving Consumer Goods (FMCG) sector during the 1970's in. USA and during the 1980's in Europe (Randall, 1994). The majority of ideas and tools were, at that point of time, developed and refined in other business-to-business
The following tips should help in the strategic account management process: • Read the entire planning guide to filling it in, as it is designed for learning the SAM process. • Be flexible - adapt the questions and forms to fit the business and the account's needs. • Follow the 10 step process in an iterative way, constantly.
23 Jul 2007 The matter-of-fact title of this book says it all — it is a carefully constructed and thought-provoking yet easy-to-read guide packed with practical advice for anyone involved in Key Account Management. It should be noted that this is not a book about sales or 'selling' which the book states 'is a comparatively

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March 2018