Chapter 9.2 - KAM

Question 1

Who is the Key Account Manager?

Answer 1

The KAM is the responsible in the company in managing the relationships with the most important clients.

Question 2

Why is the KAM important?

Answer 2

1. Exploit as much as possible from big clients.
2. Protect the client from competitors.
3. Know everything about the client.
4. Serve the client in the best way possible.
5. To exploit the knowledge and expertise of every single big client.

Question 3

How to understand if a client needs a KAM?

Answer 3

1. Clients searched from all competitors.
2. Clients that are profitable.
3. Clients that belong to the industry of the future.
4. …

Question 4

Which are the KAM stages?

Answer 4

1. Pre-KAM
2. Early-KAM
3. Mid-KAM
4. Partnership KAM
5. Synergistic KAM
6. Uncoupling KAM

Question 5

Which are the key success factors in KAM?

Answer 5

1. Knowledge and understanding of the key account customer business
2. Proper implementation of KA program
3. Commitment to KA program
4. Suitability of the KAM
5. Trust