The crucial role of key account management -- Selecting and categorizing key customers -- Relationship stages -- Developing key relationships -- The buyer perspective -- Key account profitability -- Key account analysis -- Planning for key accounts -- Processes - making key account management work -- The role and requirements of key account managers -- Performance and rewards in KAM -- Organizing for key account management -- Transitioning to KAM

1. Selling -- Key accounts
2. Marketing -- Key accounts