Key Account Management

Topics:
Account Management,
Financial Statements
Tags:
Account Management,
Associated Content,
Sales,
Sales Channel,
Sales Force Management
Source:
Associated Content

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Overview: This paper examines thoroughly the procedures and factors that have to be examined by the selling companies in order to establish successful Key Account Management (KAM) practices. The paper analyzes and discusses the different aspect of key account management and, based on the literature examined, offers some insights of the important role played by these factors in establishing long-term relationship between sellers and buyers/key accounts. As presented, key account management is highly relevant issue for marketing and sales organizations.

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Format: HTML | Date: Mar 2007

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