A Word on Key Account Management (Miss Khanya)

30 June 2010

Understanding Customer Needs in Key Account Management

In business-to-business marketing, account relationships are essential to long-term success. Key account programs give Companies the opportunity to contact their customers at regular intervals and build relationships. To manage the process effectively, it is important to take a long-term view of the relationship, rather than focusing on short-term goals. It is also vital to treat account management as a relationship-building process, rather than a sales responsibility.