Why has there been an increased usage of the 'key account management' sales force structure?
A)Increasing use of technology applications
B)Increasing concentration of buying power into fewer but larger customers
C)Inefficiency of other techniques
D)Increasing market trends where the key account management structure is the norm, therefore, it needed to be adopted by all organizations

Question

Quizplus · Accepted Answer

The increased concentration of buying power into fewer but larger customers has made it necessary for organizations to adopt a key account management sales force structure to effectively manage these important accounts. The other options do not necessarily lead to an increased usage of key account management.

Why Has There Been an Increased Usage of the 'Key