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Global Account Management (GAM)

Global account management (GAM) is a method by which salespersons develop and maintain long-term relationships with major global customers to create new business opportunities and increase revenue. In GAM, the supplier company focuses its sales, marketing, and service resources on key customers. These customers are crucial to the supplier's future because of their potential for large volume purchases over time. GAM facilitates the development of an effective long-term customer relationship and has the following characteristics: global account managers, an international customer base, uniform terms of trade, standardized products, high quality service, and a strong support network.

What Small and Midsize Businesses Need to Know About Global Account Management (GAM)

SMBs with international customers might want to develop a GAM strategy to develop strategic partnerships and customer relations. Customer relationship management (CRM) software can often facilitate GAM for SMBs.

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