摘要：Key account management (KAM) is becoming a global phenomenon of modern society. As a specific concept of relationship marketing, KAM contributes to increasing the importance of marketing management. Companies in which the maximum revenue from sales goes to the small number of customers have a tendency to treat these customers not as "average" customers, but to establish strategic, long-term, profitable relationships with them, based on principles of KAM. When it comes to postal services, due to an increasing competitiveness in communications market and substitution of traditional distribution channels, many companies are trying to build and strengthen closer relations with very important customers - key customers. However, many companies still do not understand how to develop a strategy for working with key customers, as well as which tools to use in order to ensure the delivery of complex solutions to key customers and develop and improve long-term profitable partnerships.
关键词：Strategies; postal services; key customers; model; relationship marketing
