Account Management: Art Or Science?
- Topics:
- Account Management
- Source:
- Harvard Knowledgebase
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Overview: From the executive summary: ‘In many companies, the science of account management is neither well understood nor systematically applied. In high-performing companies, on the other hand, the science of account management is the centerpiece of the sales process. The science of account management has four key elements viz. profitability management, account relationship selection, product migration paths, and account planning.’ The four elements when aligned with sales compensation, boosts up the sales process of an organization. The paper elucidates account management.
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Format: HTML | Date: Aug 2004 | Pages: 1
