If these areas are well maintained, your team will be able to dig deeper into existing key accounts and maximize the revenue potential that’s there. The proposed framework is the first attempt of its kind to amalgamate KAM and RevM, involving critical analysis to assess comprehensively the revenue and the relationship value of a key account. Copyright © 2014 Published by Elsevier Inc. https://doi.org/10.1016/j.indmarman.2014.06.006. All Key Account Management Training developed by Sales Is Not Simple is focused on building expertise in these core competencies – whether you are just starting out or are an experienced KAM. Those that could grow into key accounts should be groomed while those that want to be serviced as a key accounts but which have no chance of achieving this status must be managed diplomatically. 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Marketing & Sales Management (1500MSME14) Academisch jaar. 2012/2013 A framework for key account management and revenue management integration.pdf. 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