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Key Account Management

Video Introducing this tutorial


What you should know

1. Understanding Key Account Management

What is key account management?
Why key account management is important
The key account management process

2. Selecting Key Accounts

Develop criteria for key account status
Select key accounts

3. Developing a Key Account Strategy

Define a vision, mission, and strategic focus
Identify the key account management task
Communicate your strategy

4. Creating Key Account Managers

Hire key account managers
Train key account managers
Reward key account managers

5. Managing the Relationship

Develop a call plan for key accounts
Implement key account activities
Measure key account results


Next steps