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Key Account Management is a strategic decision The broadened scope of superior key account management is reaching far beyond selling products or services to important clients with high sales turnover. It demands a new approach to the key account by including extra aspects of the client â supplier relationship.
People at large companies bandy about the terms key account management and strategic account management in conversation every day. Ask 10 people to define what these are, or to tell you what the criteria are for an account to be named a key account, and youâre likely to get 10 very different answers.