Jump to ContentJump to Main Navigation
Achieving a Strategic Sales FocusContemporary Issues and Future Challenges$
Users without a subscription are not able to see the full content.

Kenneth Le Meunier-FitzHugh and Tony Douglas

Print publication date: 2016

Print ISBN-13: 9780198706632

Published to Oxford Scholarship Online: August 2016

DOI: 10.1093/acprof:oso/9780198706632.001.0001

Show Summary Details
Page of

PRINTED FROM OXFORD SCHOLARSHIP ONLINE (oxford.universitypressscholarship.com). (c) Copyright Oxford University Press, 2021. All Rights Reserved. An individual user may print out a PDF of a single chapter of a monograph in OSO for personal use. date: 24 October 2021

Key account management and global selling

Key account management and global selling

(p.119) 8 Key account management and global selling
Achieving a Strategic Sales Focus

Tony Douglas

Kenneth Le Meunier-FitzHugh

Oxford University Press

The increasing concentration of customer groups and the globalization of markets has created more powerful customers that require the attention of specialist sales people who can devote their time and energy to meeting their needs. The challenge is how to ensure organizational processes can provide the seamless sharing of information and joint planning with customers that leads to competitive advantage. Key account management (KAM) has been successfully employed in many organizations and we review some of the challenges and benefits of managing large accounts, nationally and internationally. Without the additional revenue stream from overseas markets many organizations would not exist today, but whether organizations are operating as an exporters, or as a multinational, global company, international organizations have to manage an increasingly complex selling environment. This chapter explores some of the aspects of managing key accounts, as well as the process of international sales management and building cross-border relationships.

Keywords:   global markets, international sales, key account management, KAM, partnerships, culture

Oxford Scholarship Online requires a subscription or purchase to access the full text of books within the service. Public users can however freely search the site and view the abstracts and keywords for each book and chapter.

Please, subscribe or login to access full text content.

If you think you should have access to this title, please contact your librarian.

To troubleshoot, please check our FAQs , and if you can't find the answer there, please contact us .