Key Account Management: The Close Cooperation with Important Customers

Christian Homburg (), Heiko Schäfer () and Janna Schneider ()
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Christian Homburg: Universität Mannheim

Chapter 20 in Sales Excellence, 2012, pp 271-279 from Springer

Abstract: Abstract This chapter introduces the notion of key account management (KAM), a process for deciding which employees (and how many) to assign to the company’s most important accounts. The decision which customers deserve “key account” status is an important one in order to properly apply the firm’s resources. Keeping with the behavioral and process perspective of the book, the authors treat KAM as a multi-stage process.

Keywords: Supply Chain Management; Sales Revenue; Customer Contact; Sales Team; Important Customer (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-642-29169-2_20

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DOI: 10.1007/978-3-642-29169-2_20

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