August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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Action list
Find out every job holder who has an interest in your product/service in the key account. Who is their contact in your company? Is that contact part of the key account team? Should that contact at least be on your distribution list?
Go and sit with the purchasing manager in your company. How does he/she do things? If he or she took a job with your key account, would they give you the time of day?
References
Akerlof, GA (1970) The market for ‘lemons’: qualitative uncertainty and the market mechanism, Quarterly Journal of Economics, 84 (3), pp 488–500
Blaskovic, J, Ferrer, A and Easton, S (2014) Procurement-Powered Business Performance, A. T. Kearney Assessment of Excellence in Procurement Study 2014 [Online] www.atkearney.com ...
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