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Key Account Management: Global Best Practice
Key Account Management: Curriculum
Module 1: Positioning KAM and the Challenge of Customer Power (27:02)
Module 2: Key Account Definition, Selection and Categorization (20:37)
Module 3: How to Categorize Your Key Accounts (21:30)
Module 4: Analyzing Key Accounts and Developing Quantified Value Propositions (19:32)
Module 5: Key Account Planning (5:45)
Module 6: Skill Requirements for Key Account Management (14:26)
Module 7: KAM Organizational Issues (8:25)
Module 8: KAM Profitability (5:14)
Module 9: KAM and Shareholder Value Added (9:07)
Module 10: Summary and Actions (13:59)
Module 3: How to Categorize Your Key Accounts
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