Key Account Management

Index

Accessibility, 95

Account concentration, increasing, 3

Account fit, 20–22

Administrative leaders, 30

Advisors, 50–51, 52, 82

    criteria and needs, identifying, 125

Affordable Care Act, 81

Alarm system, 65

Amazon, 102

Apple, 5, 6

Back-to-business (B2B) relationships, 2, 3, 6, 10, 12, 13, 23

Back-to-consumer (B2C) relationships, 23

BP, 5

Bridgestone, 19

Buyers, 46–47, 52, 77–79

    criteria and needs, identifying, 124–125

Buyer–seller diamond connections

    consultative connections, 86

    transactional connections, 85–86

    transformative connections, 86–87

Buyer–seller fit, 72–73

Buying centers

    coaching, 69–70

    decision-making process, 47–48

    defined, 45–46

    members’ criteria and needs, identifying, 123–129

        criterion ...