Revitalizing KAM process at ABC steel company

By:

BHATTACHARYA, KAUSHIK

Contributor(s):

DATTA, BIPLAB

Material type:

Mixed materialsPublication details: 2014Description: 129-157Subject(s):

MANAGEMENT

NLM classification:

In: VIKALPAMSummary: 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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Holdings
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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