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KAM BASICS

QuestionAnswer
What does KAM stand for? Key account management
What is Key Account Management? A systematic approach to managing & growing an organization's most important customers to maximize mutual value & achieve mutually beneficial goals
What is the purpose of KAM? Examine customers business, help clients succeed, long view of future profits.
HOW DOES KAM MEASURE KEY ACCOUNTS AS SEPERATE ACTIVITY FROM THE SALES FUNCTION
STEP 1 TO SETUP KAM PROGRAMS DETERMINE ACCOUNTS BASED ON YOUR CRITERIA
STEP 2 TO SETUP KAM PROGRAMS KEY ACCOUNT STRATEGY
STEP 3 TO SETUP KAM PROGRAMS ALIGN & COMMIT YOUR ORGANIZATION
STEP 4 TO SETUP KAM PROGRAMS HIRE AND TRAIN KEY ACCOUNT MANAGERS
STEP 5 TO SETUP KAM PROGRAMS CREATE PLAN FOR EACH ACCOUNT
STEP 6 TO SETUP KAM PROGRAMS DEVELOP A PLAN TO MEASURE RESULTS
Created by: khiarabraddy
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