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Achieving a Strategic Sales FocusContemporary Issues and Future Challenges$
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Kenneth Le Meunier-FitzHugh and Tony Douglas

Print publication date: 2016

Print ISBN-13: 9780198706632

Published to Oxford Scholarship Online: August 2016

DOI: 10.1093/acprof:oso/9780198706632.001.0001

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Key account management and global selling

Key account management and global selling

Chapter:
(p.119) 8 Key account management and global selling
Source:
Achieving a Strategic Sales Focus
Author(s):

Tony Douglas

Kenneth Le Meunier-FitzHugh

Publisher:
Oxford University Press
DOI:10.1093/acprof:oso/9780198706632.003.0008

The increasing concentration of customer groups and the globalization of markets has created more powerful customers that require the attention of specialist sales people who can devote their time and energy to meeting their needs. The challenge is how to ensure organizational processes can provide the seamless sharing of information and joint planning with customers that leads to competitive advantage. Key account management (KAM) has been successfully employed in many organizations and we review some of the challenges and benefits of managing large accounts, nationally and internationally. Without the additional revenue stream from overseas markets many organizations would not exist today, but whether organizations are operating as an exporters, or as a multinational, global company, international organizations have to manage an increasingly complex selling environment. This chapter explores some of the aspects of managing key accounts, as well as the process of international sales management and building cross-border relationships.

Keywords:   global markets, international sales, key account management, KAM, partnerships, culture

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