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
Review the make-up of your key account team. Are relevant roles covered? Who is the senior management sponsor? How could you improve their involvement?
Review how you make resourcing decisions. Are all factors taken into account?
Review your recruitment process – does it follow through into selection and on-boarding?
References
Belbin, RM (1993) Team Roles at Work, Butterworth-Heinemann, Oxford
Davies, IA and Ryals, LJ (2009) A stage model for transitioning to KAM, Journal of Marketing Management, 25 (9–10), pp 1027–48
Guenzi, P and Storbacka, K (2015) The organizational implications of implementing key account management: a case-based examination, Industrial Marketing Management, 45, pp 84–97
Klein, HJ and Heuser, AE (2008) ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.