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2014 Report on Current Trends & Practices in Strategic Account Management

This survey from 2014 covers the current state of the art and science of strategic account management. The report will help any strategic account manager, program director or executive make more informed and reasoned decisions on strategy, infrastructure, processes and resource deployment. SAMA partnered with the consultancy Walker Information Inc. to complete the research on SAM practices at the level of both individual accounts and organizations. This survey was taken by more than 300 people and highlights major linkages and correlations between account/program performance and key SAM elements.

Report topics include:

  • SAM program characteristics
  • Program management structure and practices
  • Strategic account selection/criteria
  • Program operations and processes
  • Talent management
  • Program performance/metrics
  • Account coverage
  • Account management and the strategic account manager's role
  • Account performance/metrics
  • Internal support and alignment
  • Impact on customer satisfaction and loyalty

Author(s): Strategic Account Management Association and Walker

Publication Date: 5/1/2014

Resource Type: Research

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Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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