... offerings into a more comprehensive corporate offering. © Emerald Group Publishing Limited 2013 Multinational companies Key accounts Sales management Key account management KAM program Sales coordination Purchasing coordination Project selling Solutions selling KAM, which has...

... Industrial services Multinational companies International business Service systems An executive summary for managers and executive readers can be found at the end of this article. The increasing importance of industrial service offerings for the competitiveness of manufacturing companies has...

... at the end of this article. Man‐machine systems Customer services quality Product reliability Service delivery Multinational companies Customer requirements © Emerald Group Publishing Limited 2004 Other industrial customers prefer not to develop in‐house maintenance organizations...