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Key Account Management Course Notes

Key Account Management Course Notes

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Published by Abhishek Jha

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Published by: Abhishek Jha on Dec 05, 2010
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01/16/2014

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Key Account ManagementKey Account Management- global best practice- global best practice
byProfessor Malcolm McDonaldLive video event sponsored by Oxford College of Marketing
Video available @ www.oxlearn.com
 
Content
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What are the key challenges and how do the most successfulcompanies respond to them?
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How can we develop a customer classification system that reallydoes work?
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How can we develop the kind of synergy with our key customersthat will enable the seller and the buyer together to create value inthe market place?
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How can we understand our key customers better?
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How can we avoid the price driven commodity trap?
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How can we produce strategic plans for our key customers?
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What skills are essential for Key Account Managers?
Video available @ www.oxlearn.com
 
Challenges
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Market Maturity
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Globalisation
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Customer power 
www.oxlearn.com

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