February 2015
Intermediate to advanced
416 pages
11h 16m
English
Content preview from Key Account Management, 6th Edition
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In Chapter 5, relationship management was described as the glue of the whole KAM process. Let’s just remind ourselves of its ‘central’ role in the KAM model, shown at Figure 8.1.
Figure 8.1 The central role of relationship management
It was noted that the task of relationship management can involve a significant investment (often unmeasured); building relationships takes time, it can eat up resources, and in itself it doesn’t promise any particular return. Even the best relationships do not in themselves promise additional orders, higher volumes, premium prices, better margins or any of the other sought-after rewards. ...
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