Account Management is the discipline that defines practices of excellence in such situations. It is based on the premise of activating a business-to-business strategy at the account level that will produce the highest value recognition and the greatest breakthrough results for both the buyer and seller.
The AME assessment is intended to help sales executives drive extraordinary results in their most important accounts. That frame of reference is consistent throughout this tool. Several of the best practices we have observed in driving extraordinary results in strategic accounts may be unadvised for less important relationships. Thus we advise the participant in this assessment to focus on those few, highly valuable "key" accounts and how you work with them.
