August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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Extract from the CIPS code of conduct:
I will enhance and protect the standards of the profession by … not accepting inducements or gifts (other than any declared gifts of nominal value that have been sanctioned by my employer); not allowing offers of hospitality or those with vested interests to influence, or be perceived to influence, my business decisions.
https://www.cips.org/Documents/About%20CIPS/CIPS_Code_of_conductv2_10_9_2013.pdf
However, suppliers should also be careful about being too miserly. Most busy executives would not be too pleased if they travelled for hours to a supplier’s seminar and were only offered machine coffee and soggy sandwiches as refreshment.
Organizational risk
Failing to underpin KAM with a robust infrastructure ...
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