Highlights
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What is key account management? We define it as an approach to strategic customers (whose needs you understand in depth), which offers them value that distinguishes you from your competitors.
Location 475
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The essence of key account management (KAM) is to devote scarce business resources to selected customers, so having too many makes it impossible to serve them all effectively.
Location 478
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Key account management is also known as strategic account management for good reason. It is a strategic capability. It is about the selection of opportunities and the allocation of scarce resources to those opportunities.
Location 561