Key Account Management:The Definitive Guide. Diana Woodburn,Malcolm McDonald. . 2011McDonald, M., & Woodburn, D. (2006). Key account management: The definitive guide . Oxford: Butterworth-Heinemann.McDonald, M. & Woodburn, D. (2007) Key Account Management: The Definitive Guide, Oxford: ...
Unlike some sales or marketing strategies, Key Account Management is not going to produce results right away. It’s not about sales or marketing, so the focus is on providing long-term value and benefit to both involved parties. Some short-term benefits like lower customer turnover may exist,...
A key account program can serve as a competitive advantage. For example, imagine your customer has narrowed down their choice of vendor to you and one another company. If you can promise to make them a key account — and your competition can't do the same — you're likely to win the ...
Successful key account management boosts loyalty among high-value customers. Learn how to build strong, profitable relationships with a step-by-step guide.
Key account management is a natural development of customer focus and relationship marketing in business‐to‐business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad.This paper describes a framework for understanding the development of...
:What is the nature of the key account management (KAM) approach? Various themes have been discussed under the title “key account management”, however, t... J Ojasalo - 《Journal of Business & Industrial Marketing》 被引量: 125发表: 2001年 Managing Key Business-to-Business Relationships ...
A strategic marketing process helps you: Target the right audience and meet their needs Set clear goals and objectively measure progress Choose the distribution channels and messages that’ll have the greatest impact In other words, you can drive greater customer value, loyalty, and sales. ...
4 Buildup and optimize the KAM system, define key account customer development strategy, coordinate Siemens internal resource, guide sales behavior and win orders. 5 Delivering technique support to customer via marketing activities, such as road-show, exhibition, forum/seminar, workshop ...
Former marketing director with 15 years of experience seeking to leverage extensive knowledge of brand management and consumer engagement to excel in strategic account oversight, while aiming to contribute to sustained growth through innovative account retention strategies. As a recent MBA graduate, my ob...
In terms of educational qualifications, these Account Managers must ideally have a degree in management, sales, or other relevant fields. A bachelor’s degree in Sales, Business Management, Communications, Marketing, Customer Relationship Management, Business Administration, or any other related field sh...