Introduction
Develop and manage key accounts
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Who is key account management for?
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1. Understanding Key Account Management
What is key account management?
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Why key account management is important
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The key account management process
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2. Selecting Key Accounts
Develop criteria for key account status
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Select key accounts
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3. Developing a Key Account Strategy
Define a vision, mission, and strategic focus
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Identify the key account management task
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Communicate your strategy
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4. Creating Key Account Managers
Hire key account managers
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Train key account managers
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Reward key account managers
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5. Managing the Relationship
Develop a call plan for key accounts
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Implement key account activities
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Measure key account results
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Glossary_Key_Account_Management.zip
(102 KB)