management (SAM). This handbook is a compilation of papers that address researched knowledge of SAM across the academic community …. Filling a void in the existing academic literature, Handbook of Strategic Account Management identifies key issues awaiting … resource for academic readers, students, and researchers. Written by an editing team with experience teaching SAM in company …

management: where are we now?; A definition of KSAM; Questions for research; Section 1: Strategic dimensions of KSAM; Section 2 … importance of procurement; Changes in the procurement process; Impact of pressures on the firm; Small account management; Key …, strategic and global account management; Conclusion; Drivers for key account management programmes; Introduction; Key account …