Please use this identifier to cite or link to this item: http://hdl.handle.net/11718/11414
Full metadata record
DC FieldValueLanguage
dc.contributor.authorVyas, Preeta H-
dc.date.accessioned2013-11-25T03:29:16Z-
dc.date.available2013-11-25T03:29:16Z-
dc.date.copyright2012-06-
dc.date.issued2013-11-25-
dc.identifier.urihttp://hdl.handle.net/11718/11414-
dc.description.abstractThis note tries to explain concept of key account management (KAM), factors leading to importance of this emerging concept, criteria to determine key accounts from customer base, benefits to both buyers and sellers agreeing to practice it, stages of KAM relationship, conditions under which power lies with buyer or seller, outlines risks faced by both the parties, key success factors, challenges faced in implementing this concept and relevance to infrastructure sector.en_US
dc.language.isoenen_US
dc.relation.ispartofseries;W.P. No. 2012-06-08-
dc.subjectAccount Managementen_US
dc.titleKey Account Managementen_US
dc.typeWorking Paperen_US
Appears in Collections:Working Papers

Files in This Item:
File Description SizeFormat 
2012-06-08preetavyas.pdfKey Account Management1.12 MBAdobe PDFView/Open


Items in IIMA Institutional Repository are protected by copyright, with all rights reserved, unless otherwise indicated.