HEC in the Press

Better Key-Account Relationships

iedp.com, 7 November 2017

Nicolas Lemoine, Executive Director of Custom Programs at HEC Paris, explains four simple tips for key-account salespeople. He believes that "whatever the strength and beauty of a given business model or strategy, all that is just an exercise in style if a company isn’t dealing seriously enough with the business activity that drives and fuels its whole value chain: sales to its customers."


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