Business decisions are made or influenced at various levels in the customers’ organisation and their operations may spread across geographies and/or channels.

This complexity demands specific competencies from sales teams to effectively manage business with this type of customer.

You call the process of managing this type of customer Key Account Management.

By incorporating the concepts covered in this eBook into daily ways of working, you will be able to better position yourself to not miss opportunities that a long term relationship can bring to the business and the customer.

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