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Key Account Management

S/M/301. Does the downsizing of the traditional sales function mean that the role of sales in business organizations is less important?

WORDS:: 2000
DATE:: 2007
PRICE:: 29.99 GBP

The paper examines the changes in traditional sales practices brought about by the Internet shopping. The transformations in the strategic focus of sales are reviewed, the functions of strategic account management (SAM) are discussed.

KEYWORDS: Sales, e-commerce, strategic account management,

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P/M/780. Relationship Marketing and Key Account Management in BT broadband service

WORDS:: 2500
DATE:: 2006
PRICE:: 29.99 GBP

The paper examines the concepts of Relationship marketing (RM) and Key account management (KAM) providing their definitions and investigating their use by British Telecom (BT) in their broadband services. Recommendations related to RM and KAM are made for BT to get competitive advantage over their rivals within the broadband Internet industry.

KEYWORDS: Relationship marketing, key account management, broadband, BT, British Telecom,

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C/M/176. Research proposal. Benefits of Key Account Management for investment banks

WORDS:: 3100
DATE:: 2005
PRICE:: 39.99 GBP

This work presents the proposal of the research aimed at investigating benefits which investment banks can gain from implementation of Key Account Management system (KAM). The author offers thorough background of the problem and highlights previous works in this area. However, the proposed research stands out since Key Account Management is quite new tendency in finance. Factors especially favorable for introduction of KAM are shown in the text. The best form of research design is suggested for given problem under consideration. Timescale and available resources are also elaborated in the proposal. This work can help in writing Phd proposal and other forms of research proposals.

KEYWORDS: research, proposal, benefits, key, account, management, investment, banks,

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P/M/354. How to make key accountant management more effective?

WORDS:: 2000
DATE:: 2005
PRICE:: 29.99 GBP

The paper looks at the relationship between a selling company and its major customers, or key accounts that have strategic importance for this company. Success factors in key account management (KAM) are outlined. Recommendations are given to help facilitate the implementation of KAM programmes.

KEYWORDS: key, accountant, management, effective,

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