As the KAM moves away from simple selling to negotiation, he is taking a fundamental step in terms of influence on the company’s profitability....

Following the examination of the KAM’s effect upon his company’s profitability, we continue with an examination of how the KAM can also affect the...

A clear vision of the negotiation process can help the KAM to plan, manage and control profitable negotiation sessions with the buyer. The model...

Because of the increasing complexity and category perspective of the supplier/distributor interface, it is essential that KAM and Buyer learn to recognise when functional...

Coping with a buyer who refuses to listen to the presentation often causes problems/frustration for KAMs in negotiation. Indeed, a buyer who bluntly asks ‘what’s...

As the buyer seldom has sufficient time to plan for a negotiation session, it is important for the KAM to bear in mind that...

The big problem for the buyer wishing to be prepared is that the buyer’s day does not allow much time for real preparation. This means...

The following extract shows how to handle a compliance clause in negotiation: “…..in conclusion, Mr Buyer, I would like to talk you through our agreement,...

Selecting potential customer partners can be made more effective by systematic analysis of the degree of compatibility between both companies. This assessment involves a detailed...

Dealing with a buyer who insists on taking a short-sighted approach to buying by concentrating upon gross margin and sales performance, ignoring the total...