SALES TRAINING - KNOWLEDGE BANK

As the procurement of services becomes increasingly centralized, winning business means all or nothing. Building close relationships with your top customers is the secret to growing profitability in these challenging times. In this Mercuri International white paper you get insights into what successful Strategic Account Management is and how it leads to a measurable impact on business results.

White Paper: 

MI Whitepaper - KAM excellence

Article by Velocity Reprint - Strategic Account Management Association (SAMA).  Siemens - account management at an integrated technology company

White Paper: 

Siemens Account Management

Focus:  Account Manager - a supplement to Velocity - the magazine of the Strategic Account Management Association (SAMA)

This article details the 10 step approach to Key Account Management at Philips.

White Paper: 

Focus - Account Manager - Implementing Strategic Account Management

Many businesses have Key Accounts and Key Account Managers and most Senior Managers agree that effective Key Account Management is important. So why are the results often disappointing?

White Paper: 

Why KAM goes wrong