How can key customers be targeted? Which concepts, methods and instruments are helpful? And what does professional key account management look like in practice?
The participants of the 30th seminar “Excellence in Key Account Management” will receive answers to these and other questions. In the first of a total of three modules, the participants, under the direction of Prof. Dr. Dirk Zupancic and Dr. Michael Weibel, dealt with trends and challenges in key account management, the selection of key customers and their analysis, and KAM planning. As a guest speaker, Roman Schneider, Head of Global Key Account Management at Vitra, gave an insight into how key account management can be implemented in a company.