Key Account Management: Selling? Providing Services?... Or Both?

Björn Sven Ivens, Barbara Niersbach and Catherine Pardo ()
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Björn Sven Ivens: EM - EMLyon Business School

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Abstract: Key account managers' mission should not be limited to classical sales. Rather, they should be seen and see themselves as service providers both towards their customer firm and inside their own firm. We illustrate this conception using case study material from a large industrial firm.

Date: 2015-12-01
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Published in Marketing Review St. Gallen, 2015, 32 (6), pp.68-76 P

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02313334

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