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