August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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To be able to provide integrated and consistent service while recognizing local market sensitivities can be a strong capability to offer.
Value creation
Many global key accounts ask for global service from suppliers in the expectation of standardization of products, processes, service and prices across international markets. At the same time, the whole purpose of being a key account is to receive a customized solution. The key account itself has to determine a balance between global standardization and closeness to local markets. In fact, to be able to provide integrated and consistent service while recognizing local market sensitivities can be a strong capability to offer, as explained by Simon Derbyshire earlier in this chapter.
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