Abstract
Missions of the Key Account Manager are in a constant evolution. He has to control numerous skills for the success of the relationship with his customer. Key account management deals with the management of the customer relationships that are most important to a company. Key accounts are those held by customers who produce most profit for a company or have the potential to do so, or those who are of strategic importance. Development of these customer relations and customer retention is important to business success.
Particular importance is placed on analyzing which accounts are keys to a company at any one time, highlighting the needs of these particular customers, and implementing procedures to ensure that they receive premium customer service and to increase customer satisfaction.
Thus, it's important to understand what key elements are for a successful relationship between buyer and seller. Then we have to identify what are the different skills requested for a good Key Account Manager?
