Strategic account management: Managing part 1

What does it mean to manage a key account?  It’s more than big selling.  You need the disciplines of a general manager managing a “horizontal business unit”.

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The dimensions of key account management

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Strategic account management: objectives

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Strategic account management: strategies

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Strategic account management: three levels of understanding

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Strategic account management: solutions part 1

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Strategic account management: solutions part 2

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Strategic account management: solutions: people

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Strategic account management: Managing Part 2

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Strategic account management: Measurement

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