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Standards Development
• The definition of KAM and how it differs from sales or relationship management
• Selection criteria for key accounts (strategic vs. transactional)
• Cross-functional team structures and roles
• Account governance models and relationship levels
• Performance management, metrics, and profitability
• Strategic account planning and value creation
• Adaptation of offers and services to customer needs
• Integration with management system standards (e.g., ISO 44001 for collaboration)
A standard for Key Account Management does not currently exist.
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