Key Account Management Importance and Rationale

Corporate KAM is about strategic planning and direction setting, so you integrate the KAM into your organization and you align different aspects of your company on an organizational level. Operative KAM is about the implementation and execution of KA, which requires a lot of ______ and realizing.

Main targets of KAM include tapping the full potential of the customer, protecting the business (sales volumes), and continually developing the business to become the strategic ______/partner.

The rationale of Key Account Management (KAM) is to focus on key accounts, where companies can achieve sustainable growth, mitigate risks, and enhance customer satisfaction, ultimately driving long-term success in a competitive ______.

KAM involves various job/tasks for the Key Account Manager including being a consultant/solver of problems, partner co-ordinator, marketer, strategic person, and ______.

The importance of KAM is highlighted by reasons such as consolidation, globalization, and embracing a customer-centric approach WITH the ______.

Globalization has made the world into a more connected and interdependent place, leading to complex structures, the need for co-ordination, and cultural understanding in the realm of ______.

Identification and selection of KA customers: 1. Major customers are identified using ABC analysis, which stands for _______

Strategic-Economic model involves economic evaluation through ABC and evaluation of strategic importance using a _______ model

The composition of a KA team involves analyzing the customer’s Buying Center to understand fits to their specific individual _______

Tools to analyze KA customers include SWOT analysis, Strategic fit analysis, Function/activity-matrix, and analysis of their decision-making _______

Roles in the buying center include initiator, user, decider, purchaser, gatekeeper, and _______

Function activity matrix is a tool for identifying opportunities and strategically developing the business with the KEY _______