The Journey to Key Account Management for Pharmaceuticals
Article Excerpt
Even though there is a wealth of literature on the topic, and many other industries have been successfully implementing Key Account Management (KAM) for years, pharmaceutical companies repeatedly find it difficult to establish an effective KAM approach. Based on ZS experiences with many of these companies, this report explores the journey pharmaceutical companies must undertake to ensure KAM success. ...
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About the Author
Chris Morgan is a Principal with ZS Associates.