Key Account Management

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Parag Utekar
Student (MBA), India
Key accounts of an organization typically require a large, long-term commitment and the involvement of several specialized people due to their buying power and complexity. Delivery systems, terms and conditions involved in the purchase, product applications, and the vendor's products might be changed or developed from scratch for such major accounts. The selling cycle (also: sales cycle) often involves a period of months, or even years, and many expensive sales calls before (hopefully) a contract is signed and revenues are generated. Such effort means a considerable amount of opportunity cost for the vendor in the form of time and attention which can not be not allocated elsewhere. That's why not every current customer or a potential prospect can be treated as a "Key Account" and the selection of such accounts is a crucial decision for any selling company. Thus having clear account selection criteria is necessary to deploy efficient (key) account management tactics. Depending on the (...) Read more? Sign up for free

Business Consultant, United States

Key Account Management

The article has a lot of truths, but the concept o (...)

Strategy Consultant, Germany

Customer Centricity in Key Account Management

@Per Ohstrom: It is not a clear either/or. Marketi (...)

  Melchiorre Calabrese
Business Consultant, Italy

Key Account Management is not Just Selling

It should be clair that "Selling more" is just a s (...)

  Madan Gopal Agarwal
Business Consultant, India

Key Accounts Must Get Value

To start with, today, every B2B account is to be c (...)

Business Consultant, India

No Key Account Management

I don't agree for KAM. A customer is a customer, i (...)

  Parag Utekar
Student (MBA), India

Key Account Management is Useful

At times, a maximum portion of the revenues are ge (...)

  Buddhika Kumarasinghe
Manager, Sri Lanka

Is Key Account Management Profitable?

When using KAM, existing products/services should (...)

  Parag Utekar
Student (MBA), India

New Digital Key-Accounts Strategies

There must have been occasions at which company le (...)

  Ignatius D
Manager, India

KAM is Based on the 80-20 Principle

@Jayaram: If in your business 80% of the customer (...)


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