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1·But the shift to broader responsibility and key account management may be too large a transition.

然而，向更艰巨的责任和关键客户管理的转变是相当困难的。

2·The third major building block of the congruence model for key account management is human resources.

关键客户管理一致性模型的第三大板块是人力资源。

3·Key Account Management is currently a hot issue for both the academic researchers and the business practitioners.

大客户管理是当今管理研究及企业经营实践的热点之一。

4·The shift from a traditional sales force system to key account management represents a major organizational change.

从传统的销售队伍体系到关键客户管理的转变代表了一项重大的组织变革。

5·In this section, we discuss a series of general requirements for effective key account management under several headings.

在本节中，我们将分若干标题讨论针对优秀关键客户经理的一系列一般性要求。

6·Some firms experienced in key account management ask personnel at the key account to interview a short list of acceptable candidates.

有的公司在大客户管理方面有经验，他们会请大客户公司的人过目一个简短的可接受的候选人名单。

7·Clearly, when the supplier adopts some form of key account management program, many supplier personnel become involved in the relationship.

很明显，当供应商实行某种形式的关键客户管理计划时，供应商的很多人员都会参与到客户关系的维护中。

8·Firms considering key account management programs should complete a thorough assessment of skill requirements for their key account managers.

考虑实行关键客户管理计划的公司应对大客户经理职业技能要求做出详细评估。

9·Such candidates may have significant key account management experience and/or considerable knowledge, experience, and relationships at the key account.

有的公司在大客户管理方面有经验，他们会请大客户公司的人过目一个简短的可接受的候选人名单。

10·Day 1: instructor makes the case for and discusses key issues in key account management. The instructor also lays out the key account planning methodology.

第1天：培训师对大客户管理进行说明并讨论关键问题，同时列出大客户计划制定方法。