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Friday, 25 July 2008
 
 

Cultivating Key Account Management Best Practices

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Cultivating Key Account Management Best Practices

Key account sales people in China love to emphasize about the importance of Guanxi or relationships when it comes to managing their key accounts. But is maintaining good relationship the only criteria of gaging good key accounts practice? And assuming it's not the only criteria, but still an important criteria, at what levels should these relationships be built.
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