Key Customers
Subtitle: How to Manage Them Profitably (Chartered Institute of Marketing)
Publisher: Butterworth-Heinemann
Published: July 1, 2000
Language: eng
Format: Paperback
Number of pages: 319
ISBN-13: 9780750646154
Subjects: Customer services; Sales & marketing management; Sales & Selling - General; Customer Service; Sales; Selling; Business & Economics; Business / Economics / Finance; Business/Economics; Marketing - General; Key accounts; Sales & Selling - Management; Business & Economics / Marketing / General; Marketing
First sentence: While sales and marketing strategists have for some time been convinced that effective key account management (KAM) leads to increased sales, heightened profitability and improved sales productivity, the characteristics and techniques of KAM were not extensively explored beyond the need for a dedicated sales force until the 1990s.