Key Account Management Case Study Example | Topics and Well Written Essays - 1500 words

Key Account Management - crusade Study ExampleBut these are strategies good only during the initial stage. Once positioning is established, on the whole efforts must then be centered at maintaining a course whereby profitability is promising, incidental to an effective reason to improve. This is where Key Account Management or KAM is most useful. Key Accounts are those that provide senior high revenue and critical asset, requiring strong leadership and excellent management skills. KAM is the most practical means of choice in this highly competitive market amidst increasing demand in current economic condition, a way to achieve longevity and create future growth, a way of preserving a good node relationship. This essay emphasizes the Role of Key Account Management, as a tool and process that equips a community in acquiring and retaining large customer revenue fosters symbiotic mutually profitable and sustainable business organisation relations resulting to a win-win situation. In a business that engages i... As such, the goals, missions, value, principles as well as the skills and capabilities congenital among sales personnel should be conveyed properly to every member of the organization. This should be initialized by the company idea who takes responsibility relaying imperative matters to all levels of sales director who receives compensation dependent upon the generated sales profit. In his member Key Account Management Strategy, Jay Dwivedi said that Salespeople learn only the hard way that many oversize companies really give them the business that they deserve based on the effort that they put in. Therefore, it is important to distinctly identify what customers are key to your business and then serving them using a well archetype out plan (Dwivedi, n.d.). A good key accounting system management entails constant check and update in terms of performance at least on a quarterly basis, taking into account the total revenue percentage profits growt h rate of sales in existing carrefour line value of new products/services order size distribution and average and price comparison with other customers in the same category. In his web article, the author furthered the importance of understanding, that while support from the corporeal office is imperative, the actual development of key account management program is the effort originating from the local executives who receipt the overall whereabouts of the market. Since this program is constantly evolving in a manner similar to the rate of improvement of the product, regular feedback from the customers is thus crucial to the alignment of the goals.