Key Account Management

Vyas Preeta H

No WP2012-06-08, IIMA Working Papers from Indian Institute of Management Ahmedabad, Research and Publication Department

Abstract: This note tries to explain concept of key account management (KAM), factors leading to importance of this emerging concept, criteria to determine key accounts from customer base, benefits to both buyers and sellers agreeing to practice it, stages of KAM relationship, conditions under which power lies with buyer or seller, outlines risks faced by both the parties, key success factors, challenges faced in implementing this concept and relevance to infrastructure sector.

Date: 2012-06-30
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Persistent link: https://EconPapers.repec.org/RePEc:iim:iimawp:11445

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