From the course: Key Account Management
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Why key account management is important
From the course: Key Account Management
Why key account management is important
- Key account management may be one of the most important activities in your business. If your company has a few accounts that make up most of your revenue and profit, then key account management is an essential process to maintain and groom those accounts for longterm success. Key account management affects virtually every part of your business. Sales, marketing, operations, legal, finance, customer service. All departments need to know who the key accounts are and what their role is in servicing them. For example, your operations team may need to have special procedures and people assigned to key accounts so they are never disappointed in getting products and services. Your marketing team and the key account team need to be in complete sync on how products are positioned, how they're priced and how they're serviced. Now here's a tip. A successful key account management program, by definition, will be doing special…
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