MTinChina现代渠道在中国
What are Key Accounts? 什么是关键客户？
The definition comes from Europe and US   这一定义来自于欧洲和美国In the 70s and 80s suppliers noticed that some customers became very big (mainly through mergers)   在70和80年代，供应商察觉到一些客户变得非常强大（主要通过合并方式）The suppliers had to change their sales organizations to manage these customers (Separate Store and Headquarter Management)   供应商必须改变销售组织来管理这些客户（区分门店和总部管理）
Carrefour, Auchan家乐福, 欧尚
National level全国层面
Shop level门店层面
Regional level区域层面
Degree of centralisation
90 ...