Quelle segmentation pour ses comptes stratégiques?

Alignment and agility, Customer understanding, Metrics and measurement, Selection and categorisation of key accounts, Strategic fit

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Ce n’est pas tout de vouloir mettre en place des comptes stratégiques, encore faut-il savoir les sélectionner. Lors de la conférence de l’Association des Key Account Managers (AKAM), le professeur Sisti, professeur de marketing et de vente à la Bocconi, a donné quelques indications. Parmi les éléments à prendre en compte : lier la segmentation…

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Quelle segmentation pour ses comptes stratégiques?

Membership Required

To access this resource, please login.

Not a member? Sign up to access this and over 303 other resources, invites to exclusive events, member-only webinars and more!

Want to access this and 303+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

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