August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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With many customers now having global operations it is critical for any organization to be able to respond to their needs. Selling companies need to be able to accommodate their customers’ preferences with regards to dealing with them at a global or local level or even somewhere in between. If both organizations are misaligned from this perspective, it becomes difficult to achieve true collaboration and partnership.
Emerging markets present a distinct challenge when it comes to adopting a KAM approach due to the dynamic nature of those markets. A number of factors influence this, including the ‘war for talent’; higher levels of staff turnover affecting the sustainability of organizational capability in both supplier and customer organizations; ...
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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.