A. Visit the website of the Strategic Account Management Association (www.strategicaccounts.org) and review some of the research library resources available at the site. What is the basis for suggesting that the strategic/key account manager is anything more than a senior salesperson working on major accounts—why is it any different? Where can a strategic account manager be positioned in the marketing and sales organization?
Answer to relevant QuestionsGo to the website of Coca-Cola Inc. (www.cocacola.com). Use the corporate information pages (Our Company, Our Brands, and Around the World) to identify the growth in brands marketed by the company and its geographic ...What characteristics would you seek in a candidate for a global account management position? Summarize and chart the current and future impact of the Internet on marketing processes and organization. Discuss the similarities and differences between strategic marketing planning and evaluation. One of the more difficult management control issues is determining whether a process is experiencing normal variation or is actually out of control. Discuss how management can resolve this issue.
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