Revitalizing KAM process at ABC steel company
BHATTACHARYA, KAUSHIK
Revitalizing KAM process at ABC steel company - 2014 - 129-157
This case focuses on a large steel supplier wrestling with the decision to improve the exisitng Key Account Manangement (KAM) process as a way to deal with declining customer satisfaction level in highly competitive Indian steel market. By comparing the KAM processes at ABC and XYZ a successful competitor, the case tries to see waht makes the difference between a successful KAM strategy and an unsuccessful one?
MANAGEMENT
658
Revitalizing KAM process at ABC steel company - 2014 - 129-157
This case focuses on a large steel supplier wrestling with the decision to improve the exisitng Key Account Manangement (KAM) process as a way to deal with declining customer satisfaction level in highly competitive Indian steel market. By comparing the KAM processes at ABC and XYZ a successful competitor, the case tries to see waht makes the difference between a successful KAM strategy and an unsuccessful one?
MANAGEMENT
658