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Key Account Planning: Best Practices & Benefits by zander416 is a document available to read on EtoBox.

What is Key Account Planning: Best Practices & Benefits about?

This document summarizes research on key account planning practices in business-to-business companies. The research was conducted through a four-phase study of 78 international companies. Key findings include: 1) Key account planning is an important but under-researched part of marketing strategy that can improve customer relationships and business performance if done effectively. 2) Effective key account planning requires identifying strategically important customers, developing long-term collaborative pl

Author

zander416

Language

EN