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Title: Revitalizing KAM Process at ABC Steel Company
Authors: Kaushik Bhattacharya, Biplab Datta
Issue/Year: Jan-2014
Section: Management Case
Abstract: This Case focuses on a large steel supplier wrestling with the decision to improve the existing Key Account Management (KAM) process as a way to deal with declining customer satisfaction level in highly competitive Indian steel market. By comparing the KAM processes at ABC and XYZ, a successful competitor, the Case tries to see what makes the difference between a successful KAM strategy and an unsuccessful one?
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