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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.
wwwe June 2013 Page 1 How Economic and Technological Changes Have Made Key Account Management a Strategic Imperative In the 1970s, companies like Xerox and IBM started to address their important customers as âKey Accountsâ.