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Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.
The core definition states that a B2B sale is complex when several people are involved in the purchase decision. In this article, we illustrate various levels of complexity of a buy and sell situation and we explore why this matters a lot to companies and sales leaders. Green belt situation example: Acquisition of a CRM system .
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