Global Account Management (GAM)

Global account management (GAM) is a method by which salespersons develop and maintain long-term relationships with major global customers to create new business opportunities and increase revenue. In GAM, the supplier company focuses its sales, marketing, and service resources on key customers. These customers are crucial to the supplier’s future because of their potential for large volume purchases over time. GAM facilitates the development of an effective long-term customer relationship and has the following characteristics: global account managers, an international customer base, uniform terms of trade, standardized products, high quality service, and a strong support network.