Handbook of strategic account management : a comprehensive by Diana Woodburn

By Diana Woodburn

"A whole compilation of the demonstrated wisdom in strategic account managementThough businesses burn up super attempt to maintenance digital and social media and mass advertising, they typically fail to remember the price of strategic account administration (SAM). This instruction manual is a compilation of papers that tackle researched wisdom of SAM around the educational group. Filling a void within the present educational literature, Read more...


A entire choice of papers representing researched wisdom of strategic account administration from around the educational neighborhood. This reference paintings supplies the main updated and complete Read more...

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3. Value is the product of customer and supplier resources. 4. Actors require specific competencies and insights that are applied in an ongoing process to make the relationship viable. While the future of KSAM may lie with increasingly collaborative, interdependent and interactive relationship strategies, the reality is that some buyer–seller relationships adopt a competitive stance and are adversarial, competing for transactional benefits. These opposing strategic approaches are argued to have different outcomes.

Reducing cash flow vulnerability by increasing customer loyalty, satisfaction and retention. • Developing servicing propositions and value propositions that provide a platform for future cash flows. In addition, it is proposed that encouraging customers to participate in co-creation reduces costs and enhances value. The key strategic account manager occupies a central role in facilitating dialogue, ensuring access to information, making everyone aware of the risks and ensuring transparency between all parties involved.

This model assumes that the basic operating task for managers and their companies is to make profits today and promise profits tomorrow. If the firm is successful in this task, it will survive and grow, and shareholder value will increase. However, if the firm is unsuccessful in making profits for a sufficiently long time period, it will eventually go bankrupt and likely be forced out of business. Hence, consistent operating success in making profits enables the firm’s survival and growth, and leads to enhanced shareholder value.

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