Key Account Management
Key account management (KAM) is the supreme discipline in sales. Compared to so-called area sales, the ambitions here go much further. Ideally, the result is a mutually beneficial, long-term, privileged collaboration at eye level. But key account management is resource-intensive, requires staying power, and yet success is by no means guaranteed.Stefan Reintgen presents a solid practical handbook on this topic. He [...]
Key account management (KAM) is the supreme discipline in sales. Compared to so-called area sales, the ambitions here go much further. Ideally, the result is a mutually beneficial, long-term, privileged collaboration at eye level. But key account management is resource-intensive, requires staying power, and yet success is by no means guaranteed.Stefan Reintgen presents a solid practical handbook on this topic. He writes from the perspective of an experienced consultant and describes in detail what to look out for when introducing KAM and where the pitfalls lie during implementation. As important as KAM is, hardly any company will rely exclusively on this sales channel.The disadvantage of looking at KAM in isolation is that its interaction with the rest of the sales organization remains in the dark. Possible synergies between deal management and account management in strategic selling or price enforcement remain hidden. getAbstract recommends the book to sales professionals who want to do better business with larger companies and organizations.Get Abstract rating: 7Implementability: 9Innovation level: 5Style: 6In cooperation with Get Abstract, Lucerne (Logo)
Publisher: Wiley-VCHPublication Year: 2017Pages: 312ISBN: 9783527509027
