麦肯锡咨询资料 17042.pdfVIP

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CONFIDENTIAL

GLOBALAUTOMOTIVE

ASSEMBLYCONFERENCE

RichardSpencer

Detroit,MI,June1998

Thisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybe

circulated,quoted,orreproducedfordistributionoutsidetheclient

organizationwithoutpriorwrittenapprovalfromMcKinseyCompany.

ThismaterialwasusedbyMcKinseyCompanyduringanoral

presentation;itisnotacompleterecordofthediscussion.

AGENDA

WhyKeyAccountManagement(KAM)

10guidingprinciples

BasicbeliefsaboutKAM

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