Developing Key Account and Distributor Management to Stimulate Sales in Krakatau Steel

Key Account Management in information-intensive services

Key Account Management (KAM) is surprisingly little known marketing approach in retailing and consumer services context, however it has much to offer to companies in these industries. It provides an effective, practical and rather simple method for companies interested in increasing their profits by right customer and relationship management. Indeed, KAM is a business-tobusiness marketing appro...

Key Account Management: Performance, Measurement and Rewards

Using trade fairs in key account management

Trade fairs play an important role in marketing. In many cases, exhibitors view trade fairs as an opportunity for transactional selling, and thus may overlook opportunities that exist for initiating and building relationships with key accounts. This paper maps exhibitors’ and visitors’ exhibition objectives against key account management (KAM) activities, and in particular examines the role tra...

A framework for key account management and revenue management integration

a r t i c l e i n f o Keywords: Key account management Revenue management Customer relationship management Customer value Service industries Key Account Management (KAM) and Revenue Management (RevM) have been widely practiced in the service industries for more than three decades, but the effects of RevM on KAM remain largely unknown. This paper addresses this neglected area of study in the mar...

The Effects of Iran's Reallocating its Oil and Gas Sales Revenues to Developing its Upstream Affairs

Oil and Gas sector, with notable participation in national product and funding public expenditures, plays a seminal role in Iran's economy. Although there is a relative lag in providing proportionate supply, Iran stands at the highest rank of owning world's related proven reserves. Using a Computable General Equilibrium (CGE) model, this study was aimed to investigate the effects of the increas...