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Are you a ‘one thing at a time’ person? Are you happy with long-term thinking? How does this fit with your role as a key account manager? Professor Christophe Fournier from the University of Montpellier introduces the concept of “time congruity,” the alignment between an individual’s time personality and the time-defined demands of their role.…
Time is the major resource of Key Account Managers, but there never seems to be enough of it. Dr Beth Rogers explains why it’s so important to use it well in this instructive paper, which every Key Account Manager should read. Quoting Professor Peter Drucker, “Nothing else, perhaps, distinguishes effective executives as much as their tender loving care of…
This webinar was presented by Cristina Mariani, Alinea Training and consulting. Over the last few months, everyone has been thrown into meeting customers via Zoom etc. Most of us would rather be seeing customers face-to-face but, even when we return to the ‘new normal’, face-to-face visits are likely to be severely curtailed. Both supplier and customer companies…
This case study describes a day in the life of a key account manager that typifies the experience of many in the role. Is Andreas doing a good job? In some respects, yes, but perhaps not entirely. The case provokes valuable discussion on the role and execution of a key account manager’s job, which can…
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