Title: Key Account Management: The Close Cooperation with Important Customers
Abstract: This chapter introduces the notion of key account management (KAM), a process for deciding which employees (and how many) to assign to the company’s most important accounts. The decision which customers deserve “key account” status is an important one in order to properly apply the firm’s resources. Keeping with the behavioral and process perspective of the book, the authors treat KAM as a multi-stage process.
Publication Year: 2012
Publication Date: 2012-01-01
Language: en
Type: book-chapter
Indexed In: ['crossref']
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