Canam Canada specializes in the fabrication of steel joists, joist girders, steel deck, and Murox—high performance building systems that are used in the construction of commercial, industrial, and institutional buildings. As one of the largest steel joist fabricators in North America, Canam Canada offers value-added engineering support, architectural flexibility, and customized solutionsand services. Canam Canada uses team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships. It provides exceptional service by assigning teams of sales, service, and technical personnel to work exclusively with assigned customers. Canam’s salesforce practices _____ account management.

a.key
b.unique
c.specialty
d.one of a kind
e.consultative

Key account management is a sales approach used to build long term relationships with important customers. The term key account represents those customers who are strategic for your business, generally for the amount of business carried out or how public the business relationship is.

Companies that use this approach generally allocate important resources to handling key accounts and expanding the business relationship. That is why their most important salespeople are generally the key account managers.