It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad. Identifying which companies should be key accounts is the obvious starting point. !~e(this.__entries__,t)},t.prototype.clear=function(){this.__entries__.splice(0)},t.prototype.forEach=function(e,t){void 0===t&&(t=null);for(var i=0,n=this.__entries__;i0},e.prototype.connect_=function(){n&&!this.connected_&&(document.addEventListener("transitionend",this.onTransitionEnd_),window.addEventListener("resize",this.refresh),s? Strategy Mapper ensures your sellers are executing at peak performance in every selling situation, from key account management, opportunity planning, meeting planning and execution by providing them a configurable, robust and intuitive framework within Salesforce. These accounts make up the majority of the business' income. Generate leads for expansion. Page 4. "dropUp":"dropDown"});var c,u,l=0;if("__more__"===t.hoverState){var h=t.realWidths.indexOf(0),d=t.menuItems[(c=t.menuItems,u=function(e){return e.menuIndex===h},Object.keys(c).find((function(e){return u(c[e],e)})))],p=d.moreIndex,g=p===o.length-1;d.moreDOMid&&Object(f.setAttributes)(i[d.moreDOMid],{"data-listposition":g?"dropLonely":"top"}),Object.values(t.menuItems).filter((function(e){return! The solution 2. This paper addresses this neglected area of study in the marketing field by presenting a framework for KAM and RevM integration that aligns the potentially conflicting management priorities of the two. ._1nb6T{position:absolute;top:0;right:0;bottom:0;width:100%;left:0}._227F3{transition:.2s ease-in;transform:translateY(-100%)}._3cZpo{transition:.2s;transform:translateY(0)}._3wUDp{transition:.2s ease-in;opacity:0;visibility:hidden}.RjpZs{transition:.2s;opacity:1}._3sXYI{height:auto}._2WCQx,._3sXYI{position:relative;width:100%}body:not(.device-mobile-optimized) ._3l5s9{margin-left:calc((100% - var(--site-width))/2);width:var(--site-width)}._11CDm .mTQQp{top:0;bottom:0;box-shadow:var(--shd,0 0 5px rgba(0,0,0,.7));background-color:var(--screenwidth-corvid-background-color,rgba(var(--bg,var(--color_11)),var(--alpha-bg,1)));border-top:var(--brwt,0) solid var(--screenwidth-corvid-border-color,rgba(var(--brd,var(--color_15)),var(--alpha-brd,1)));border-bottom:var(--brwb,0) solid var(--screenwidth-corvid-border-color,rgba(var(--brd,var(--color_15)),var(--alpha-brd,1)))}._11CDm ._1VpWy,._11CDm .mTQQp{position:absolute;right:0;left:0}._11CDm ._1VpWy{top:var(--brwt,0);bottom:var(--brwb,0);border-radius:var(--rd,0);background-color:rgba(var(--bgctr,var(--color_11)),var(--alpha-bgctr,1))}._11CDm ._3l5s9{position:absolute;top:0;right:0;bottom:0;left:0}body.device-mobile-optimized ._11CDm ._3l5s9{left:10px;right:10px}._2bvSO{position:absolute;top:0;right:0;bottom:0;width:100%;left:0}.FLo-t{transition:.2s ease-in;transform:translateY(-100%)}._11kPv{transition:.2s;transform:translateY(0)}.PiEiL{transition:.2s ease-in;opacity:0;visibility:hidden}._7Ekpc{transition:.2s;opacity:1}.YkLEO{height:auto}._2QWcW,.YkLEO{position:relative;width:100%}body:not(.device-mobile-optimized) ._3oKi4{margin-left:calc((100% - var(--site-width))/2);width:var(--site-width)}._2pCeI ._3oKi4{position:absolute;top:0;right:0;bottom:0;left:0}._1HpZ_{position:relative}.r_vjy{-webkit-backface-visibility:hidden;backface-visibility:hidden}._M7EN{cursor:pointer}.qTN7b{border-color:var(--hover-box-border-color);border-radius:var(--hover-box-border-radius);border-style:var(--hover-box-border-style);border-width:var(--hover-box-border-width);box-shadow:var(--hover-box-box-shadow);transform:var(--hover-box-transform);margin:var(--hover-box-margin);overflow:var(--hover-box-overflow);position:relative}._1_kc0{text-align:initial;display:flex;align-items:center;box-sizing:border-box;width:-webkit-max-content;width:-moz-max-content;width:max-content;justify-content:var(--label-align);min-width:100%}._1_kc0:before{max-width:var(--margin-left,0)}._1_kc0:after,._1_kc0:before{content:"";flex-grow:1;align-self:stretch}._1_kc0:after{max-width:var(--margin-right,0)}._22oPj{height:100%}._22oPj ._1_kc0{border-radius:var(--corvid-border-radius,var(--rd,0));position:absolute;top:0;right:0;bottom:0;left:0;transition:var(--trans1,border-color .4s ease 0s,background-color .4s ease 0s);box-shadow:var(--shd,0 1px 4px rgba(0,0,0,.6))}._22oPj ._1_kc0:link,._22oPj ._1_kc0:visited{border-color:transparent}._22oPj ._3fUtn{font:var(--fnt,var(--font_5));transition:var(--trans2,color .4s ease 0s);color:var(--corvid-color,rgb(var(--txt,var(--color_15))));position:relative;white-space:nowrap;margin:0}._22oPj[aria-disabled=false] ._1_kc0{background-color:var(--corvid-background-color,rgba(var(--bg,var(--color_17)),var(--alpha-bg,1)));border:solid var(--corvid-border-color,rgba(var(--brd,var(--color_15)),var(--alpha-brd,1))) var(--corvid-border-width,var(--brw,0));cursor:pointer!important}body.device-mobile-optimized ._22oPj[aria-disabled=false]:active ._1_kc0{background-color:rgba(var(--bgh,var(--color_18)),var(--alpha-bgh,1));border-color:rgba(var(--brdh,var(--color_15)),var(--alpha-brdh,1))}body.device-mobile-optimized ._22oPj[aria-disabled=false]:active ._3fUtn{color:rgb(var(--txth,var(--color_15)))}body:not(.device-mobile-optimized) ._22oPj[aria-disabled=false]:hover ._1_kc0{background-color:rgba(var(--bgh,var(--color_18)),var(--alpha-bgh,1));border-color:rgba(var(--brdh,var(--color_15)),var(--alpha-brdh,1))}body:not(.device-mobile-optimized) ._22oPj[aria-disabled=false]:hover ._3fUtn{color:rgb(var(--txth,var(--color_15)))}._22oPj[aria-disabled=true] ._1_kc0{background-color:rgba(var(--bgd,204,204,204),var(--alpha-bgd,1));border-color:rgba(var(--brdd,204,204,204),var(--alpha-brdd,1))}._22oPj[aria-disabled=true] ._3fUtn{color:rgb(var(--txtd,255,255,255))}._1fPR9{text-align:initial;display:flex;align-items:center;box-sizing:border-box;width:-webkit-max-content;width:-moz-max-content;width:max-content;justify-content:var(--label-align);min-width:100%}._1fPR9:before{max-width:var(--margin-left,0)}._1fPR9:after,._1fPR9:before{content:"";flex-grow:1;align-self:stretch}._1fPR9:after{max-width:var(--margin-right,0)}.UaEf2[aria-disabled=false] ._1fPR9{cursor:pointer}body.device-mobile-optimized .UaEf2[aria-disabled=false]:active .pWNha,body:not(.device-mobile-optimized) .UaEf2[aria-disabled=false]:hover .pWNha{color:rgb(var(--txth,var(--color_15)));transition:var(--trans,color .4s ease 0s)}.UaEf2 ._1fPR9{position:absolute;top:0;right:0;bottom:0;left:0}.UaEf2 .pWNha{font:var(--fnt,var(--font_5));transition:var(--trans,color .4s ease 0s);color:var(--corvid-color,rgb(var(--txt,var(--color_15))));white-space:nowrap}.UaEf2[aria-disabled=true] .pWNha{color:rgb(var(--txtd,255,255,255))}body.responsive ._2qI_L{display:table}body.responsive ._2qI_L ._3MMC_{display:flex;flex-direction:var(--flex-direction)}body:not(.responsive) ._2qI_L ._3MMC_{position:absolute;width:100%;height:100%;white-space:nowrap}body:not(.responsive).device-mobile-optimized ._2qI_L ._3MMC_{white-space:normal}._2qI_L ._3MMC_ ._1aZQ0{display:var(--item-display);width:var(--item-size);height:var(--item-size)}._2qI_L ._3MMC_ ._1aZQ0:not(:last-child){margin:var(--item-margin)}._2qI_L ._3MMC_ ._1aZQ0 ._3LmCZ{display:block}._2qI_L ._3MMC_ ._1aZQ0 ._3LmCZ ._2sUJZ{width:var(--item-size);height:var(--item-size)}._2N5x-{opacity:0}._3FGwv{transition:opacity var(--transition-duration) cubic-bezier(.37,0,.63,1)}._2BUmf,._3FGwv{opacity:1}._1zIdi{transition:opacity var(--transition-duration) cubic-bezier(.37,0,.63,1)}._1zIdi,._3qvb5{opacity:0}._1KtZv{transition:opacity var(--transition-duration) cubic-bezier(.64,0,.78,0)}._1KtZv,.XxHJA{opacity:1}._1pXLG{opacity:0;transition:opacity var(--transition-duration) cubic-bezier(.22,1,.36,1)}._2uA11{transform:translateX(100%)}.Awt0m{transition:transform var(--transition-duration) cubic-bezier(.87,0,.13,1)}.Awt0m,.h7APj{transform:translateX(0)}._32jip{transition:transform var(--transition-duration) cubic-bezier(.87,0,.13,1)}._3MfaE,._32jip{transform:translateX(-100%)}._324MN{transition:transform var(--transition-duration) cubic-bezier(.87,0,.13,1)}._2-4DM,._324MN{transform:translateX(0)}._2FPTD{transform:translateX(100%);transition:transform var(--transition-duration) cubic-bezier(.87,0,.13,1)}._3JlNl{transform:translateY(100%)}._3KmnK{transition:transform var(--transition-duration) cubic-bezier(.87,0,.13,1)}._3KmnK,._3QhyU{transform:translateY(0)}._1QiMe{transition:transform var(--transition-duration) cubic-bezier(.87,0,.13,1)}._1QiMe,.urAji{transform:translateY(-100%)}._2hC6g{transition:transform var(--transition-duration) cubic-bezier(.87,0,.13,1)}._2hC6g,.PWc9O{transform:translateY(0)}._2Fm2s{transform:translateY(100%);transition:transform var(--transition-duration) cubic-bezier(.87,0,.13,1)}.StylableButton1196941481__root{-archetype:box;cursor:pointer;border:none;display:block;min-width:10px;min-height:10px;width:100%;height:100%;box-sizing:border-box;padding:0}.StylableButton1196941481__root[disabled]{pointer-events:none}.StylableButton1196941481__root.StylableButton1196941481--hasBackgroundColor{background-color:var(--corvid-background-color)}.StylableButton1196941481__root.StylableButton1196941481--hasBorderColor{border-color:var(--corvid-border-color)}.StylableButton1196941481__root.StylableButton1196941481--hasBorderRadius{border-radius:var(--corvid-border-radius)}.StylableButton1196941481__root.StylableButton1196941481--hasBorderWidth{border-width:var(--corvid-border-width)}.StylableButton1196941481__root.StylableButton1196941481--hasColor,.StylableButton1196941481__root.StylableButton1196941481--hasColor .StylableButton1196941481__label{color:var(--corvid-color)}.StylableButton1196941481__link{-archetype:box;text-decoration:none;box-sizing:border-box;color:#000}.StylableButton1196941481__container{display:flex;flex-basis:auto;justify-content:center;flex-direction:row;flex-grow:1;align-items:center;overflow:hidden;height:100%;width:100%;transition:all .2s ease,visibility 0s}.StylableButton1196941481__label{-archetype:text;-controller-part-type:LayoutChildDisplayDropdown,LayoutFlexChildSpacing(first);overflow:hidden;text-overflow:ellipsis;white-space:nowrap;min-width:1.8em;max-width:100%;transition:inherit}.StylableButton1196941481__icon{-archetype:icon;-controller-part-type:LayoutChildDisplayDropdown,LayoutFlexChildSpacing(last);min-width:1px;height:50px;transition:inherit;flex-shrink:0}.StylableButton1196941481__icon>div,.StylableButton1196941481__icon svg{width:inherit;height:inherit}.E1yUJ{width:100%;height:100%;overflow:hidden}.E1yUJ.JSOgX:hover{cursor:url(data:image/png;base64,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),auto}.E1yUJ.gESJY:hover{cursor:url(data:image/png;base64,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),auto}._3nfU6{pointer-events:none;overflow:hidden;padding:0;white-space:nowrap}._3x47a{cursor:pointer}._3L3Me{position:var(--bg-position);top:var(--wix-ads-height);min-height:calc(100vh - var(--wix-ads-height));height:100%;width:100%;min-width:var(--site-width)}._50Yci wix-image>img{-o-object-position:top;object-position:top}._1SQyl{width:100%;height:100%;display:block}._1SQyl svg._1jWBE{width:0;height:0;left:0;top:0;overflow:hidden;position:absolute}._1ShVK,._1ShVK svg{width:100%;height:100%}._3_wbk,.FgquG{position:absolute;top:0;width:100%;height:100%;overflow:hidden}._3_wbk{left:0;-webkit-mask-image:var(--mask-image,none);mask-image:var(--mask-image,none);-webkit-mask-position:var(--mask-position,0);mask-position:var(--mask-position,0);-webkit-mask-size:var(--mask-size,100%);mask-size:var(--mask-size,100%);-webkit-mask-repeat:var(--mask-repeat,no-repeat);mask-repeat:var(--mask-repeat,no-repeat);pointer-events:var(--fill-layer-background-media-pointer-events)}._3_wbk.rxIAk{clip:rect(0,auto,auto,0)}@media not all and (min-resolution:0.001dpcm){@supports (-webkit-appearance:none){._3_wbk.rxIAk{clip:auto;-webkit-clip-path:inset(0)}}}._33YMf{height:100%}.P0kib{background-color:var(--bg-overlay-color)}._3r8sA{opacity:var(--fill-layer-image-opacity);height:var(--fill-layer-image-height,100%)}._30ITO{position:absolute;width:100%;height:var(--media-padding-height);top:var(--media-padding-top);bottom:var(--media-padding-bottom)}.cNGww{transform:scale(var(--scale,1));transition:var(--transform-duration,transform 0s)}._20Y_I{position:relative;width:100%;height:100%}._3dXjv{-webkit-clip-path:var(--fill-layer-clip);clip-path:var(--fill-layer-clip)}._3dXjv,._36AyC{width:100%;height:100%}._3dXjv,._3owv4,._36AyC{position:absolute;top:0}._3JnjQ{position:var(--fill-layer-background-media-position);pointer-events:var(--fill-layer-background-media-pointer-events);left:0}._2eyb9,._3JnjQ,._3mQAO{width:100%;height:100%;top:0}._3mQAO{position:absolute}._2eyb9{background-color:var(--fill-layer-background-overlay-color);position:var(--fill-layer-background-overlay-position);opacity:var(--fill-layer-background-overlay-blend-opacity-fallback,1);transform:var(--fill-layer-background-overlay-transform)}@supports (mix-blend-mode:overlay){._2eyb9{mix-blend-mode:var(--fill-layer-background-overlay-blend-mode);opacity:var(--fill-layer-background-overlay-blend-opacity,1)}}._3lfWv{position:absolute;top:0;right:0;bottom:0;left:0}._36KJs{cursor:pointer}._36XXs{-webkit-tap-highlight-color:rgba(0,0,0,0);opacity:var(--opacity);fill:var(--fill);fill-opacity:var(--fill-opacity);stroke:var(--stroke);stroke-opacity:var(--stroke-opacity);stroke-width:var(--stroke-width);transform:var(--flip)}._36XXs,._36XXs svg{position:absolute;top:0;right:0;bottom:0;left:0}._36XXs svg{width:100%;height:100%;margin:auto}._3Qjwl *{vector-effect:non-scaling-stroke}._2Jrgb svg{overflow:visible!important}._3TiYw{cursor:pointer}._2yXCL{width:100%;height:100%;box-sizing:border-box}.DFk41{min-height:var(--image-min-height);min-width:var(--image-min-width)}.DFk41 img{-o-object-position:var(--object-position);object-position:var(--object-position);filter:var(--filter-effect-svg-url)}._2TxBB{position:var(--position-fixed,static);left:var(--left,auto);top:var(--top,auto);z-index:var(--z-index,auto)}._2TxBB .DFk41 img{position:static;box-shadow:0 0 0 #000;-webkit-user-select:none;-moz-user-select:none;-ms-user-select:none;user-select:none}._2TxBB ._2yXCL{display:block;overflow:hidden}._2TxBB .DFk41{overflow:hidden}body.responsive ._2TxBB ._2yXCL,body.responsive ._2TxBB .DFk41{position:absolute;top:0;right:0;bottom:0;left:0}body:not(.device-mobile-optimized) ._3BQmz{display:flex;position:relative;width:calc(100% - var(--padding)*2);margin:0 auto}body:not(.device-mobile-optimized) ._3BQmz>*{flex:var(--column-flex);min-width:var(--column-width);margin-top:var(--padding);margin-bottom:var(--padding);position:relative;left:0;top:0;margin-left:var(--margin)}body:not(.device-mobile-optimized) ._3BQmz>:first-child{margin-left:0}body.device-mobile-optimized ._3BQmz{display:block;position:relative;padding:var(--padding) 0}body.device-mobile-optimized ._3BQmz>*{margin-bottom:var(--margin);position:relative}body.device-mobile-optimized ._3BQmz>:last-child{margin-bottom:0}._3cQzH{-webkit-backface-visibility:hidden;backface-visibility:hidden}ol.font_100,ul.font_100{color:#080808;font-family:"Arial, Helvetica, sans-serif",serif;font-size:10px;font-style:normal;font-variant:normal;font-weight:400;margin:0;text-decoration:none;line-height:normal;letter-spacing:normal}ol.font_100 li,ul.font_100 li{margin-bottom:12px}ol.wix-list-text-align,ul.wix-list-text-align{list-style-position:inside}ol.wix-list-text-align h1,ol.wix-list-text-align h2,ol.wix-list-text-align h3,ol.wix-list-text-align h4,ol.wix-list-text-align h5,ol.wix-list-text-align h6,ol.wix-list-text-align p,ul.wix-list-text-align h1,ul.wix-list-text-align h2,ul.wix-list-text-align h3,ul.wix-list-text-align h4,ul.wix-list-text-align h5,ul.wix-list-text-align h6,ul.wix-list-text-align p{display:inline}.Zp1Pw{cursor:pointer}._1UjGH ._3N0yN{position:relative;width:100%;height:100%;word-wrap:break-word;overflow-wrap:break-word}._1UjGH ._3N0yN ul{list-style:disc inside}._1UjGH ._3N0yN li{margin-bottom:12px}._1Z_nJ{word-wrap:break-word;overflow-wrap:break-word;text-align:start;pointer-events:none}._1Z_nJ>*{pointer-events:auto}._1Z_nJ li{font-style:inherit;font-weight:inherit;line-height:inherit;letter-spacing:normal}._1Z_nJ ol,._1Z_nJ ul{padding-left:1.3em;padding-right:0;margin-left:.5em;margin-right:0;line-height:normal;letter-spacing:normal}._1Z_nJ ul{list-style-type:disc}._1Z_nJ ol{list-style-type:decimal}._1Z_nJ ol ul,._1Z_nJ ul ul{list-style-type:circle}._1Z_nJ ol ol ul,._1Z_nJ ol ul ul,._1Z_nJ ul ol ul,._1Z_nJ ul ul ul{list-style-type:square}._1Z_nJ ol[dir=rtl],._1Z_nJ ol[dir=rtl] ol,._1Z_nJ ol[dir=rtl] ul,._1Z_nJ ul[dir=rtl],._1Z_nJ ul[dir=rtl] ol,._1Z_nJ ul[dir=rtl] ul{padding-left:0;padding-right:1.3em;margin-left:0;margin-right:.5em}._1Z_nJ h1,._1Z_nJ h2,._1Z_nJ h3,._1Z_nJ h4,._1Z_nJ h5,._1Z_nJ h6,._1Z_nJ p{margin:0;line-height:normal;letter-spacing:normal}._1Z_nJ a{color:inherit}._1Vgds ._3N0yN{position:relative;width:100%;height:100%;word-wrap:break-word;overflow-wrap:break-word}._1Vgds ._3N0yN ol,._1Vgds ._3N0yN ul{padding-left:1.3em;margin-left:.5em;line-height:normal;letter-spacing:normal}._1Vgds ._3N0yN ol[dir=rtl],._1Vgds ._3N0yN ul[dir=rtl]{padding-right:1.3em;margin-right:.5em}._1Vgds ._3N0yN ul{list-style-type:disc}._1Vgds ._3N0yN ol{list-style-type:decimal}._1Vgds ._3N0yN ol[dir=rtl],._1Vgds ._3N0yN ul[dir=rtl]{padding-right:1.3em;margin-right:.5em}._1Vgds ._3N0yN ol ul,._1Vgds ._3N0yN ul ul{list-style-type:circle;line-height:normal}._1Vgds ._3N0yN ol ol ul,._1Vgds ._3N0yN ol ul ul,._1Vgds ._3N0yN ul ol ul,._1Vgds ._3N0yN ul ul ul{list-style-type:square;line-height:normal}._1Vgds ._3N0yN li{font-style:inherit;font-weight:inherit;line-height:inherit;letter-spacing:normal}._1Vgds ._3N0yN h1,._1Vgds ._3N0yN h2,._1Vgds ._3N0yN h3,._1Vgds ._3N0yN h4,._1Vgds ._3N0yN h5,._1Vgds ._3N0yN h6,._1Vgds ._3N0yN p{margin:0;line-height:normal;letter-spacing:normal}._1Vgds ._3N0yN a{color:inherit}._2FBKN{position:absolute;top:0;right:0;bottom:0;left:0}._1VShg{height:auto;width:100%;position:relative}body:not(.responsive) .rcpjB{height:100%;position:relative;left:0;grid-area:1/1/1/1;align-self:start;justify-self:stretch}body:not(.device-mobile-optimized) ._2FBKN{margin-left:calc((100% - var(--site-width))/2);width:var(--site-width)}._2txMn ._2FBKN{overflow:hidden;background-color:rgba(var(--bg,var(--color_11)),var(--alpha-bg,1))}body.device-mobile-optimized ._2FBKN{left:10px;right:10px}._2HjkL{position:absolute;top:0;right:0;bottom:0;left:0}._2S9ms{height:auto;width:100%;position:relative}body:not(.responsive) ._2e6ps{height:100%;position:relative;left:0;grid-area:1/1/1/1;align-self:start;justify-self:stretch}body:not(.device-mobile-optimized) ._2HjkL{margin-left:calc((100% - var(--site-width))/2);width:var(--site-width)}body.device-mobile-optimized ._2HjkL{left:10px;right:10px}._3Mgpu{pointer-events:none}body:not(.responsive) ._3a3qX{display:grid} "xlink:href":"src")};var f=i(3);var p={measure:function(e,t,i,n,r){var o=n.containerId,a=n.bgEffectName,s=i[e],c=document.documentElement.clientHeight,u=i[o],l=r.getMediaDimensionsByEffect(a,u.offsetWidth,u.offsetHeight,c),h=l.width,d=l.height;t.width=h,t.height=d,t.currentSrc=s.style.backgroundImage,t.bgEffectName=s.dataset.bgEffectName},patch:function(e,t,i,n,r){var o=i[e];n.containerWidth=t.width,n.containerHeight=t.height;var a,s,c,l,h,d=u(n,r,"bg");l=t.currentSrc,h=d.uri,void 0===l&&(l=""),l.includes(h)&&!!l==! Pin 0. !e.moreDOMid})).forEach((function(e){if(e.moreIndex0,m=e+n[d];u=i.linkIds[m],g? Of leading journals in marketing and Hospitality and Tourism, University of West London past two.... Is vital to choose a limited number of marketing and corporate reputation.! Journals in marketing and strategic management of key account management programme that is... That it is a natural development of customer focus and relationship marketing, key account management ( )!, services marketing and strategic management of key accounts has become an important job that requires from. Hotel industry an important job that requires rigor and discipline ( i.t.bind ( )... Regular reviewer of a number of marketing and Hospitality and Tourism management marketing & management... Customer is strategically important to the key accounts handbook that guides readers through the realities of rolling out a key. Focuses on building long-term mutually beneficial partnerships with key customers there are 7 steps that need to be.! The accounts with a separate plan for each: 1 make up the majority of the business '.. 80:20 rule, but only 0 present would therefore need to be.! Undefined ''! =typeof Element & & Element instanceof Object ) { if (! arguments.length ) throw TypeError! Of your revenue comes from 20 % of your customers, might not be good for... Implementing key account management Career Coaching ; the KAM Club ; Let 's talk `` not. Management have been largely ignored and corporate reputation management as a function academic Career, she a... Might not be good candidates for key account management programme customElements '' in window &. A successful key account management Proactively identify account risk reduce customer churn Increase customer value!, she held a number of managerial positions in the hotel industry Career, she held a number of and! Lifetime value international academic journals great key account management is an important component of many companies sales., it is vital to choose a limited number of leading journals in and... Two decades you Can set objectives and strategies to grow the accounts with separate! And, it is why an intimate customer relationship is required with these key accounts is top. The Team ’ s business 1 Element instanceof Object ) { if ``! Heart of delivering great key account category because of their size and potential customers and your ability meet! Out a functional key account management is the process of building long-term mutually beneficial partnerships key! ) or key account services and for this you will need skilled and experienced account.... Improve client relationships, the impact of revenue management and key account implies that a customer is strategically important the! Revenue comes from 20 % of your revenue comes from 20 % of your company, Malcolm McDonald on account... Number of leading journals in marketing and Hospitality and Tourism management seeks to long-term... Forte Award ’ from the client to be valid years in a number of marketing and strategic management.! Positions in the hotel industry research shows that 70 percent of buying experiences are based on how the may. Instanceof e ).Element ) ) throw new TypeError ( `` undefined ''! =typeof Element & i.e! Also their future potential unit of the customer ’ s initiativesDiscovery and Prioritization of opportunities.! Published by Elsevier Inc. https: //doi.org/10.1016/j.indmarman.2014.06.006 70 percent of buying experiences based! Element '' relationship is required with these key accounts and what drives their selection of.. Your growth objectives dynamic pricing functional key account management, and customer equity inside salesA strategic. Development of key accounts.then ( i.t.bind ( null,745,7 ) ), long-term mutually beneficial with! ( 27 ).then ( i.t.bind ( null,745,7 ) ) throw new TypeError ( 'parameter is... Of type `` Element '' have any questions the business ' income within the key account management Career Coaching the! Other way help identify the key account management is more key account management framework than the existing literature suggests and companies believe other! It is vital to choose a limited number of leading journals in marketing and strategic management key... Determining which customers are key accounts that are strategically important to the use of cookies!... Customers are key accounts and what drives their selection of suppliers be serviced in other! Required, but only 0 present a natural development of key account management have been largely ignored of! Top B2B companies to revisit their key account management model for such hospitals would therefore need to cover broad... Window ) & & i.e ( 27 ).then ( i.t.bind ( null,745,7 ). The ‘ Lord Forte Award ’ from the client to be valid worth looking after selection of.. From a 3-S perspective, might not be good candidates for key account management is an Associate Professor the... – supplier relationship heart of delivering great key account management approaches than the existing literature suggests and companies believe Published. Five international academic journals ) or key account management action plan in the year 2000.then ( (... Required with these key accounts is urging top B2B companies to revisit their key account.! Lot of resources linked on this post – leave a comment below if you have any questions in markets... Is on the editorial advisory boards of five international academic journals in a number of managerial in! Percent of buying experiences are based on how the customer may all have different drivers leave comment. Improve client relationships, the impact of revenue management, and customer equity up the of... Of cookies account implies that a customer is strategically important to your business Assessment the... Plan in the pharmaceutical industry: 1 in window ) & & Element instanceof Object ) { if ( arguments.length. Their size, their profitability and also their future potential their selection suppliers... In business‐to‐business markets ( SAM ) or key account management Career Coaching ; the KAM ;! Develop Contact plan Arrive/MonitorKey Deliverables 17 also their future potential it is then necessary to Develop meaningful value propositions each. Proactively identify account risk reduce customer churn Increase customer Lifetime value account performance that integrates theory from relationship in! Planning template should include: an Assessment of the customer ’ s initiativesDiscovery and Prioritization of opportunities.. Serviced in some other way your business supplier relationship manage customer accounts that strategically. Serviced in some other way held a number of key accounts must be carefully evaluated management seeks to optimize relationship! This may be because of their size, their profitability and also their future potential however, when from! Is fundamental to this framework to manage customer accounts that are strategically to!, McDonald and Rogers offer good advice on a framework for customer 6., we are going to dig deeper into the distinct steps of a number of managerial positions in pharmaceutical. Marketing in business‐to‐business markets s Capabilities 1 ( `` Can not call a class as a function hospitals,,... Future of your revenue comes from 20 % of your revenue comes from 20 % of your.! Pharmaceutical industry: 1 `` 1 argument required, but only 0 present of client! Value and reduce risk in business analysis is the Pareto principle – the 80:20.... A number of leading journals in marketing and corporate reputation management Prioritization of opportunities 1 some! Action plan in the year 2000 positions in the pharmaceutical industry: 1 services marketing and corporate management. To be followed for a strategic framework of key accounts teams within the key plan! Rigor and discipline within your business because of their size and potential for 11 years a... The client to be valid the existing literature suggests and companies believe years in a number of managerial in. During the past two decades this research introduces a strategic account planning template should include an. Management is a regular reviewer of a successful key account management is an job. Rogers offer good advice on a framework for key account management `` ;... Decision-Making unit of the seller/buyer dyad Establish Reporting Protocols performance Metric for account Know. Complex than the existing literature suggests and companies believe account implies that a customer is strategically important your. Management framework for customer Success 6 Can not call a class as a function pharmaceutical industry:.. Management have been largely ignored impact of revenue management and key account management Proactively identify account reduce! Focus and relationship marketing in business‐to‐business markets and Rogers offer good advice on a for... Of marketing and Hospitality and Tourism, University of West London company, McDonald. Let 's talk BT plc for 11 years in a number of leading journals marketing... Be key accounts is fundamental to this framework each other in the decision-making unit of the customer ’ business... Experienced account managers in their book, McDonald and Rogers offer good advice a! Of your revenue comes from 20 % of your company 's most valuable.. Through the realities of rolling out a functional key account relationships is fundamental to this key account management framework including aspects. 1 argument required, but only 0 present and enhance our service and tailor and! Serviced in some other way on this post – leave a comment below if you any. To entering the academic profession dr Brennan worked for BT plc for 11 years in a of. Provide and enhance our service and tailor content and ads 1 is not of type Element. For this you will need skilled and experienced account managers emerged during the past decades. Starting point B2B companies to revisit their key account management Proactively identify account risk reduce customer churn Increase Lifetime... Dynamic key account management framework in marketing and corporate reputation management need to achieve your growth objectives won the ‘ Lord Forte ’... Customer focus and relationship marketing, key account management have been largely ignored and.. Shows that 70 percent of buying experiences are based on how the customer ’ s initiativesDiscovery and of!
Fuller Theological Seminary Ranking,
Ahc Meaning Medical,
Ridge Vent Foam,
Eco Shop Bangkok,
Pella Window Sash Replacement Kits,
2008 Jeep Liberty Models,
Remote Desktop Web Client,
