Category: KAM research

Comprehensive view of KAM research

By Diana Woodburn | June 30, 2020 | KAM research Paper

Firstly, this illuminating analysis by Internationally renowned Professors Kumar, Sharma and Salo defines the scope of KAM: selection of key or strategic accounts, team structures, coordination with other functions, and a deeper level of relationship within the organization and with the KAM customer’s firm. It also demonstrates how KAM is distinct from traditional sales research, […] Read More
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