Revitalizing KAM process at ABC steel company
Material type: Mixed materialsPublication details: 2014Description: 129-157Subject(s): NLM classification:- 658
Item type | Current library | Call number | Vol info | Status | Date due | Barcode | |
---|---|---|---|---|---|---|---|
Periodicals/Magazines | SSCBS Library | 39/1 | Available | P15407 |
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?
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