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Key Account Management: Global Best Practice
Key Account Management: Curriculum
Module 1: Positioning KAM and the Challenge of Customer Power (26:38)
Module 2: Key Account Definition, Selection and Categorization (20:08)
Module 3: How to Categorize Your Key Accounts (21:08)
Module 4: Analyzing Key Accounts and Developing Quantified Value Propositions (18:40)
Module 5: Key Account Planning (5:19)
Module 6: Skill Requirements for Key Account Management (14:10)
Module 7: KAM Organizational Issues (8:09)
Module 8: KAM Profitability (4:36)
Module 9: KAM and Shareholder Value Added (9:07)
Module 10: Summary and Actions (13:38)
Module 4: Analyzing Key Accounts and Developing Quantified Value Propositions
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