Strategic customer management: designing a profitable future for your sales organization

Article Abstract:

The challenges faced by traditional sales organization in delivering superior customer value and integrating sales and other sections of organization are studied. The importance of organizational transformation towards strategic customer management is emphasized.

Sales Management, Analysis, Organizational change, Customer satisfaction

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Assessing the performance of strategic alliances: matching metrics to strategies

Article Abstract:

Issues are presented concerning the growing importance of collaborative alliances between companies. The methods used to analyze the performance of such alliances are discussed. A balanced scorecard analysis method is proposed.

Performance, Evaluation, Business enterprises, Strategic alliances (Business)

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The underlying vulnerabilities in key account management strategies

Article Abstract:

The disadvantages in using key account management (KAM) strategies in business-to-business markets are discussed.

Capital funds & cash flow, Usage, Accounting and auditing, Business-to-business market, Business to business market, Key accounts

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