Key Account Management

Sales Management
Knowledge Center

 
Sales Management > Forum

New Topic


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

  Ohstrom
Business Consultant, United States
 

Key Account Management

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

  Schwarz
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 (...)

  Jayaram
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 (...)

 

More on Sales Management
Summary
Forum
5Cs of Sales Management
🔥Virtual Selling Process Due to Internet and Covid
Approaches for Sales Pipeline Management / Sales Funnel Management
How to Align Sales Strategies with Corporate Revenue Targets?
Integrating Sales and Marketing
Metrics for Tracking Sales Performance
Understanding the Buying Process in Major Accounts
How to Implement Strategic Account Management?
Key Account Management
Best Practices
Sales versus Marketing
Sales versus Business Development
B2B Sales of New Products
How to Motivate the Sales Force?
Sales Strategies | Selling Strategies
7 Steps of the Selling Process
Sales Methods, Models and Theories
Special Interest Group

Are you interested in Sales Management? Sign up for free

Notify your students

Copy this into your study materials:

and add a hyperlink to:

Link to this discussion

Copy this HTML code to your web site:


Sales Management
Knowledge Center

 


About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
2021 12manage - The Executive Fast Track. V15.7 - Last updated: 22-1-2021. All names of their owners.