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2012 Report on Current Trends and Practices in Strategic Account Management
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Research | May 1, 2012
This survey from 2012 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 700 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
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