Key Account Management Tool

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2 hours ago There are 3 critical steps in selecting Key Accounts:

1. Sales Intelligence: LinkedIn Sales Navigator. LinkedIn Sales Navigator enables the full power of LinkedIn by helping you establish and grow relationships with prospects and clients.
2. Appointment scheduling: Arrangr. Arrangr is the fastest, easiest way to set up a meeting. It integrates with Google, Office and iCloud and creates an inbound scheduling page from which your clients can book time with you based on your current availability.
3. Sales automation & engagement: Salesmate.io. While Salesmate is primarily a sales CRM it has some excellent automation for greater productivity, including a feature that's essential for key account managers: authentic email communication at scale.
4. Database: Airtable. Airtable is an all-in-one collaboration platform that combines the flexibility of a spreadsheet with the power of a database, including features like file attachments, kanban cards, calendars and reporting.
5. Note taking: Milanote. The team from Milanote reached out to invite me to try the platform and I'm extremely impressed. It's quickly become my go-to note taking application and really appeals to visual thinkers.
6. Task management: Todoist. Todoist is a simple, powerful task manager that provides a clear overview of everything you have to do so you stay organised, crush your productivity and see tangible progress towards your goals.
7. Document management: Bit.ai. Bit.ai is an all-in-one document collaboration & content management platform for teams to create, share and manage their content from one place.
Estimated Reading Time: 10 mins
Phone: 07527 680631

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Category: Definition of key account managementShow details
Expires: May, 2022 / 66 People Used


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9 hours ago Kapta has the account management software to help you simplify the process and prove your worth. Key Software for Key Account Managers Watch our brief demo video to see how Kapta supports key account managers as they protect and grow your company’s most important asset—existing customers.

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Category: Key account management and planningShow details
Expires: June, 2022 / 58 People Used


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3 hours ago Key account management is the process of building long-term relationships with your company's most valuable accounts. These accounts make up the majority of the business' income. To turn buyers into business partners, a key account manager (KAM) typically provides dedicated resources, unique offers, and periodic meetings.

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Category: Customer account management toolsShow details
Expires: January, 2022 / 54 People Used


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9 hours ago Key Account Management, also known as strategic account management is responsible for the achievement of sales quota and is assigned key objectives/metrics relevant to Key accounts. Key Account Management is a strategic approach distinguishable from account management or account-based selling and should be used to ensure the long-term

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Category: Key account management softwareShow details
Expires: August, 2022 / 52 People Used


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9 hours ago Account management software is an important tool for businesses that manage sales processes across multiple divisions, locations and touch points. Most companies handle account management as part of their customer relationship management (CRM), but not all CRM software tools have robust account management functions.

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Category: What is key accountShow details
Expires: April, 2022 / 59 People Used


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8 hours ago The Best Tool for Key Account Management. Kapta is designed to help you reduce churn by driving consistent results for your customers. High-Value Accounts. Kapta is for key accounts—the ones you can’t afford to lose. Improved Efficiency. Kapta works best for reps who handle a small number of enterprise accounts.

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Category: Key account strategyShow details
Expires: August, 2022 / 54 People Used


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8 hours ago Trello is a free project management tool that helps you stay on top of the tasks associated with your key account plan. I’ve set up a public Getting Things Done (GTD) …

Estimated Reading Time: 7 mins
Phone: 07527 680631

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Category: Key account planShow details
Expires: February, 2022 / 59 People Used


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1 hours ago #1: Using Account Types/Classification for Key Account Management. Not every company you are selling to is a Key Account for your business. You need to be sure to see the difference between a real Key Account and Standard Account. A Key Account is represented by a person or a group of people to which your business has built more than standard

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Category: Account management modelShow details
Expires: April, 2022 / 62 People Used


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Estimated Reading Time: 8 mins
1. Assign dedicated strategic account managers. The first step to a successful program is to assign dedicated account managers who are separate from sales.
2. Develop selection criteria for key accounts. While all customers are valuable, not all customers can be elevated to a key account. Be selective. Strategic accounts are reserved for customers whose partnerships can propel your organization toward its goals.
3. Polish the handoff from sales. An oft-overlooked step in the SAM process is the transition from sales to account management. How well you handle account transitions is an important part of building a trusted relationship with your customers.
4. Create a comprehensive customer profile. Once you have a selection process in place and you have identified and assigned your key accounts, you’ll need to develop in-depth customer portfolios.
5. Conduct a needs assessment. With your portfolio of customer research, the next step is to conduct a needs assessment. Consider: What are the organization’s pain points?
6. Draft a strategic plan and proposal. Based on your needs assessment, drill down to the best strategic opportunities and draft an account plan. This plan is your strategic roadmap for the next 1-3 years.
7. Set a cadence for contacts, meetings, and follow-ups. Once you have a strategic plan in place, set a regular cadence for ongoing communication with your key accounts.
8. Monitor performance. Continually monitor and measure your performance on each account. What progress have you made on your short-term and long-term goals?

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Expires: December, 2022 / 59 People Used


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4 hours ago Execute key account management (KAM) If a business is successful, at some point, the number of customers under an account manager’s purview can exceed the AM’s bandwidth. Consequently, it

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Expires: April, 2022 / 64 People Used


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3 hours ago This handbook sets forth U.S. Customs policy for the Account Management program and outlines the standard operating procedures for processing accounts. A key focal point of this handbook is the intersection of the Account Management process with the Trade Risk Management Process. The operating procedures by their very nature embody the risk

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Expires: July, 2022 / 38 People Used


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3 hours ago Relationship Mapping for Key Account Management [+ Templates] Relationship maps help you identify decision makers and influencers to win, retain and grow your key accounts. Think of it as your 'little black book' to get things done.

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Expires: August, 2022 / 60 People Used


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6 hours ago Key account management is a strategic approach distinguishable from account management or key account selling. It should be used to ensure the long-term development and retention of strategic customers. Key account management is high profile, but difficult to do well. Key account management is appropriate to several types of relation-

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Expires: February, 2022 / 35 People Used


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8 hours ago The account management tool helps you quantify the potential value of different accounts by making it effortless to handle several accounts and territories. It helps you regulate sales processes across different departments and companies within a single account and provides easy management when multiple sales representatives are involved.

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Expires: December, 2022 / 64 People Used


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5 hours ago Account management tools have many applications that help improve CX, including customer portals and intelligent call routing. But the best way to improve CX is to start by improving UX. When staff has the right selection of tools and intelligently designed workflows, they're more able to focus their attention on customer needs.

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Expires: December, 2022 / 75 People Used


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4 hours ago Success is critical, and the stakes are high. Developing a successful key account management (KAM) program is critical for achieving revenue and growth objectives, but given the complexity surrounding these programs, this isn’t an easy task. Companies that fail to effectively execute KAM programs routinely face spiraling customization costs

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Expires: September, 2022 / 45 People Used


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Just Now Best Practices in Key Account Management JS5990. Page 1. Pages. 1. Purpose of this paper 2 2. Macro view of Account Management Effectiveness 3 – 4 3. Robust Foundation of Sales Strategies 5 – 6 4. Key Account Strategies 7 – 9 5. Best Practice Processes 10 – 11 6. Driving KRAs at Store Level 12 7. Category Management: Friend or Foe? 13

File Size: 561KB
Page Count: 21

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6 hours ago Native Salesforce Key Account Management and Revenue Optimization. Revenue optimization is the new way to manage key accounts. Flexible to any selling methodology, leverage your Salesforce data to identify and close tops accounts as a team in record time.

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Expires: September, 2022 / 77 People Used


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4 hours ago Key Account Management is a strategic decision The broadened scope of superior key account management is reaching far beyond selling products or services to important clients with high sales turnover. It demands a new approach to the key account by including extra aspects of the client – supplier relationship.

File Size: 647KB
Page Count: 5

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Expires: February, 2022 / 51 People Used


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8 hours ago

Estimated Reading Time: 9 mins
1. Communication. At the top of the list is communication. As the liaison for the customer and the rest of the company, the KAM has to excel at communicating in person, over the phone, via email, and across teams.
2. Company and customer expertise. One of the primary goals of key account management is to nurture strategic relationships with top accounts, so a KAM must possess an in-depth knowledge of the company and its customers.
3. Strategic perspective. One major distinction between traditional AMs and KAMs is the level of strategy involved in managing each account. KAMs need to have a strategic perspective that goes beyond short-term gains.
4. Leadership. KAMs are leaders. They must be adept at directing customers and managing employees at all levels of the business. Because KAMs touch so many parts of the business, they should be confident and command respect from both their clients and co-workers.
5. Skilled negotiation. At the end of the day, the KAM’s goal is to build the lifetime value of their customer. In order to do this, they not only need to sell to the customer but also negotiate terms so both parties end up happy.
6. Value-based selling. Long-term success depends on being able to demonstrate value to the customer. Companies are 25% more likely to be the primary suppliers of large accounts if they can sell on value.

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8 hours ago Simplify Key Account Management with Helpful Tools. For any key account manager and for those who deal with any work related to key account management, the toolbox includes useful examples to create key account plans, customer analyses, SWOT-analyses and strategy pyramids as well as a summary to define key account management with its tasks and

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Expires: February, 2022 / 63 People Used


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4 hours ago 2. Prioritize your key accounts. Once you have determined which accounts you should focus on, you should prioritize them based on potential profit and aligned interests. Use the matrix below to determine the type of key account management that will fit each …

Estimated Reading Time: 5 mins

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Expires: May, 2022 / 77 People Used


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Just Now Key account managers help cultivate and preserve that trust by providing a consistent and reliable experience for your clients. With the right tools and the right approach, key account managers work to establish a rapport with clients and prove to them that they are on their side.

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Expires: August, 2022 / 81 People Used


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3 hours ago

Estimated Reading Time: 7 mins
1. Recognize that KAM is an organizational change, not a sales technique. KAM implementations take years, not months. The companies which have implemented KAM most successfully have been those who thought of it as a change in the way they did business, not as something that is confined to the Sales department.
2. Get high-level buy-in. An organizational change of this magnitude requires high-level sponsorship, preferably C-suite. The best companies, such as Rolls-Royce and Siemens, have high-level sponsors for each of their key accounts.
3. Appoint a KAM champion. Once the organization has accepted that it is embarking on a major change, and senior managers understand what KAM is and have bought in to it, the next step is to find someone who is going to champion the KAM program and drive the implementation.
4. Identify your key accounts — carefully. To get the KAM program started, you need to identify some key accounts, and you need to develop an offer that differentiates them from the rest of the customer base.
5. Appoint and train your key account managers. Many organizations make the mistake of simply moving their best sales people into key account manager roles.
6. Set the right metrics. What gets measured gets managed. If you have tasked your key account managers to build long-term relationships with their customers, don’t carry on rewarding them as though they were doing a standard sales job.
7. Benchmark and build. Your key account program should not be static over time. Instead, you should keep it refreshed. One way is by moving new key accounts into the program (and occasionally moving former key accounts out if they no longer match up).

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4 hours ago Milind is CEO & Co-Founder of DemandFarm. Having practiced and evolved the ‘account farming’ principle for over a decade he established DemandFarm and is passionate about delivering the best B2B key account management tool to serve the needs of key account managers. Milind also serves on the Board of LeadEnrich & is a Strategic Adviser.

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4 hours ago

1. Build Relationships That Acknowledge the Whole. Those who seek an account manager career path should be ready to prioritize relationship-building. The best way to build a strong relationship is to have a clear sense of the big picture.
2. Be an Effective Liaison. As the key account manager, you are the primary point of contact between your clients and your business. Key account managers need to listen closely, translate the client’s needs to the relevant people within their organization, and make sure the client’s requests are handled in an efficient and timely manner.
3. Understand Who Your Clients Are. Each company has a culture, a personality, a set of objectives, and a “pie-in-the-sky” dream. It is important to truly understand who your customers are, what makes them tick, what they dream of accomplishing, and why.
4. Be Proactive. When dining in a restaurant, we love a waiter who offers a refill before our glass is empty. The same goes for taking care of key accounts.
5. Be Reliable. When you say you will do something, be sure you follow through and do it. If a timeline changes, be transparent to create accurate expectations.
6. Lay out Clear Plans of Action. This means clearly establishing, for yourself and those working for you, a step-by-step approach to achieving each of your key account customers’ goals.
7. Look to the Future. Stay as far ahead of the game as possible; predict your clients’ needs and prepare your team to address them quickly. Ask yourself what similar clients have needed in the past, or how the current economic climate might affect this particular business.
8. Individualize Your Service. Keep in mind that what works for one client may not work for another. Building a close relationship with a few people at your client company can help give you an inside perspective on what particulars they are seeking.
9. Be Collaborative. Your goal, as key account manager, is to establish yourself as a valuable partner to your clients. Rather than making a plan for managing this key account on your own, in the dark, work with them to develop strategies for achieving their goals.
10. Build Trust Through Communication. Communicate when things go wrong, as well as when things go right. Keep the lines of communication open always so that everyone stays on the same page as you move toward established goals.

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1 hours ago

Published: Aug 29, 2017
1. Know When to Designate a Client as a Strategic Account. Identify clients who contribute a significant amount of revenue to your company, and ask yourself, “If we lost this account, how much would we worry about filling the revenue gap?”
2. Select Your Strategic Account Manager (SAM) Carefully. Trying to get a farmer to hunt is futile. Some people are cut out for new business development, and others aren’t.
3. Know the Players inside the Strategic Account. Nothing will put a strategic account at greater risk than having only a single point of contact own all of the relationships in the account.
4. Build Dependency. Ideally, you want to become part of the fabric of your strategic account’s organization — in other words, you want them to be dependent on you.
5. Provide Insight to Create Value for the Client’s Business. Here’s where you need to look beyond the obvious and seek new win-win opportunities in your client’s business.
6. Validate the Plan. Strategic account management is an important job that requires rigor and discipline. Think of it as running a business within your business.

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1 hours ago Critical Key Account Planning Features. Executives conduct account development planning to set objectives, define business development plans, identify actions, track outcomes, and measure revenue targets for strategic customers and prospects over a specific period.. Here’s what any account planning tool must do: Help the team define the strategic customers and prospects in …

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1 hours ago A 2002 study by Homburg, Workman published in the Journal of Marketing on designing a key account management approach. Final word. Identifying key accounts is not an exact science. Nor is it static. As your business grows, your view on what makes a customer your most important will change. Re-calibrate if you need too, stay focused on value co

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4 hours ago How to implement a Key Account Management Plan. There are 7 steps that need to be followed for a successful Key Account Management action plan in the pharmaceutical industry: 1. ACCOUNTS’ ANALYSIS Get an overall understanding of each account and collect the right input to segment your accounts effectively. 2. ACCOUNTS’ SEGMENTATION Segment

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1 hours ago Before understanding key account management, let us understand the phrase key account. In business terms, Account is a customer who gives you business by purchasing your products or services. This account may be a single person, a company, an entity or a group of companies.

Estimated Reading Time: 11 mins

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7 hours ago

Reviews: 1
Published: Jun 16, 2020
Estimated Reading Time: 5 mins
1. Define Key or Strategic Accounts. Start by identifying customers who contribute a significant amount of revenue to your portfolio, or have significant growth potential, or have some other significant strategic value (live case study in specific vertical, huge brand logo etc.)
2. Focus on Customer Success. The ideal Account Manager should be a problem solver who is sensitive to the client’s needs and spends time and energy to make them successful.
3. Know Your Customer (KYC) By developing in-depth customer knowledge, account managers should be able to identify explicit and implicit account risks.
4. Ensure Cross-Functional Collaboration. Smart Account Managers also take on the effort to ensure there is alignment between ‘Product Management’ and ‘Marketing’ & ‘Sales’ and ‘Customer Success’.
5. Build Stickiness. Gone are the days of creating dependency, instead focus on creating stickiness in appropriate ways. This can be done through operational value-adds, support through insights, channel partnerships, technological help through systems integration & business support through special terms and financing.
6. Soft Upsell & CrossSell. Generating leads inside the customer account is a core skillset of the Key Account Manager (KAM). By getting answers to client’s questions, the account manager should be able to better serve the customer by matching the solutions they are selling to the demands of the business.
7. Move from QBR to QVR. Quarterly Business Reviews occurring regularly without adding value does not help the customer, and has waning participation interest.
8. Move from Insights to Actionable Insights. Account Management works best when the Strategic Account Managers (SAM) take on the responsibility to not only provide insights on the business (challenges or areas of concern) to the customer, but also share plans or ideas on how to action them.

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2 hours ago

Estimated Reading Time: 4 mins
1. When they go fishing. Commonly, every client will always research the price offered by competitors as a means of verifying the standard of the quality and quantity availed by them.
2. Aggressive marketing. The competitor’s sales team will employ aggressive marketing tactics to earn the business. They will actively seek your clients by offering temporary lower prices, more services, and personal attention.
3. Communication gap. Often, dissatisfied customers will not come forthright and inform the company that they are not happy with the service or have problems.
4. Assert. Key account managers should transform themselves as a resource and support to their client success. Maintaining contact with key clients should be on a regular basis, not only for sale.

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6 hours ago Account Plans - Performance Planning For Key Accounts

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7 hours ago DemandFarm's Org Chart tool is a must if you're managing large accounts and focused on understanding your relationships, penetration, and whitespace. The tool is very simple to use and highly configurable. The DemandFarm team, from customer support to …

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7 hours ago Steps in Key Account Management Tool Kit :-STRAP, Revenue base > 1.5 MUSD, AMS >0.7 MUSD, Wide-geographic presence Benefits : Resource Planning Tool Kit :- Map Organization Structure, Identify Value Drivers, Be informed about clients business environment Benefits : Focuses Business Efforts Tool Kit :- Regional & Corporate Contact Plan Benefits

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7 hours ago The upgrade Account Managers need is a key account management software. These types of software are more focused on what’s necessary to keep your key accounts happy and engaged with your business. The right tools are provided to help your business stay proactive instead of getting stuck in a reactive relationship.

Estimated Reading Time: 6 mins

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3 hours ago Tools to benchmark your program or individual account managers. Having worked with hundreds of companies and thousands of strategic, key and global account managers, we have a wealth of data on how the best do what they do — and the tools to benchmark against to help you guide resource investments. Get started

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2 hours ago It lacks a professional, and structured Key Account Management system. In order to aggressively lead key customers, the Key Account Manager creates an annual plan together with marketing, sales services, quality management and supply chain. This includes: a SWOT analysis. marketing /sales planning of us and Key Account.

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3 hours ago

1. The Obvious Difference: Key Accounts Want More. Traditional sales customers only care about the transaction. Once the sale goes through, their relationship with you is complete.
2. Mutual Growth and Returns. Key account managers know how to give their key customers and themselves high growth rates and returns over the long-term, instead of just the highest price.
3. Increase Long-Term Loyalty to Keep Competition out. In many industries, the competition is fierce, and key account managers who don’t win the long-term loyalty of their customers risk losing them to someone who will.
4. Identify and Plan Customer-Centric Strategies. Successful key account managers regularly plan business opportunities and strategies with their key customers.

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9 hours ago Key Account Management (KAM) defines the relationship between the business and the consumers. The KAM is tasked with defining the individual approach of the sales personnel to specific consumers in order to create strong and lasting relationships. The main objective of the Key Account Manager is to manage a group of important consumers (Key Accounts) in order to achieve designated sales

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5 hours ago Answer (1 of 2): Hi, As such I don't find any downside to having a KAM program. However, If not implemented properly, it might result in increased costs of managing and training manpower. The other downside could be that an individual who functions as the KAM may become more powerful than the s

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4 hours ago ThriftBooks sells millions of used books at the lowest everyday prices. We Key Account Management: Tools And Techniques For Achieving Profitable Key Supplier StatusPeter Cheverton personally assess every book's quality and offer rare, out-of-print treasures. We deliver the joy of reading in 100% recyclable packaging with free standard shipping on Key Account Management: Tools And Techniques

Rating: 9.4/10(690)

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Just Now Basic. Basic. $3000 for 1-100 users. $6000 for 101-500 users. Talk to Sales for >500 users. Available. Enterprise.

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Just Now Key account management is similar to strategic account management and may also complement the account planning process. Sales leaders and representatives build, maintain, and nurture the business’s most profitable accounts by offering exclusive resources, recurring meetings, and dedicated key account managers (KAMs).

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6 hours ago Add standard and private channels, upload sales documentation, build a set of sales tasks, and customize tabs with your everyday apps. Build a Sales Management Account template from the original team and add it to your own templates catalog. Set up additional rules, such as naming convention, and add permanent owners.

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2 hours ago ALTools.exe contains tools that assist you in managing accounts and in troubleshooting account lockouts. Use these tools in conjunction with the Account Passwords and Policies white paper. ALTools.exe includes: AcctInfo.dll. Helps isolate and troubleshoot account lockouts and to change a user's password on a domain controller in that user's site.

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Frequently Asked Questions

How to select key accounts?

There are 3 critical steps in selecting Key Accounts:

  • Conduct a Portfolio Analysis
  • Tie your company's overall strategy to the selection analysis
  • Start with a pilot (2-3 accounts) then expand

What is key account management model?

Key Account Management is a strategy adopted by firms wherein, the company identifies its key accounts (major customers who form substantial part of company’s sales/business) & provides value-added services to the key-account portfolio. The objective of this approach is to build relations with the crucial customers to nurture the business.

What is key account management anyway?

Key Account Management is a process that helps sustain and expand relationships with important key accounts and will work closely with multiple business departments in order to maintain and further develop the relationships with the key accounts. Key Account Management also known as strategic account management is responsible for the achievement of sales quota and is assigned key objectives/metrics relevant to key accounts.

What is a key account strategy?

Strategic account management (also known as key account management) is a process at the organizational level that goes beyond sales to encompass building strategic, mutually beneficial relationships between the company and its key customers.

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