Siemens AG: Key Account Management Harvard Case Solution & Analysis

Colour instances ought to be printed in color to maximize their effectiveness. The key account manager of an engineering business has to convince a section to rescind essential contracts. The German based engineering company Siemens had established an international key account management program since 2010.

Although lawfully Siemens could deny the revision, this kind of act could jeopardize Siemens' relationship together with the customer. At the same time, a change in the contracts would bring about losses for Siemens. How should this issue be handled by the key account manager? He was certain that he must be resouceful, provided that he had no direct power in the scenario, but this was the nature of his occupation.

Siemens AG Key Account Management case study solution

PUBLICATION DATE: June 29, 2012 PRODUCT #: 512110-HCC-ENG

This is just an excerpt. This case is about SALES & MARKETING

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