communications and targeting specialized market. Global Account Management (GAM) is one of several specialized sales channels at the go-to-market frontier and promises to lead, inform, and dominate organizational economic exchange linkages in the future. The purpose of this article is to stimulate readers to revisit and rethink
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Strategic Account Management (SAM) and its global extension, Global Account Management (GAM) represent the third and most highly evolved of these selling strategies.
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Strategic Account Management (SAM) and its global extension, Global Account Management (GAM) represent the third and most highly evolved of these selling strategies. GAM is the focal point of this paper. Problem Selling has traditionally been taught and practiced utilizing methodologies designed over 80 years ago.
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