First of all, read carefully through the San Antonio case article, Silva et al $(2012),$ in the case material folder.

Then conduct a short discussion $($about $30$ minutes$)$ with another student or another student group on this course to find out more about how they identify the main issues in the case? Summarize your common issues and conclusions and share the that between you.

Now, read part $4$ to $9$ in Cheverton $(2015).$ Try to combine the findings from your discussions with the knowledge presented in the book. You can also take a short look at the slide material in the "slide material" folder.

Read through the case San Antonio again. Try to identify and analyze the questions in relation to the San Antonio case: Seen from a key account management perspective, what are the main issues in the case? Why? How do you suggest we deal with them? Why? What does this teach us about key account management in an international business onvironment? Why? What does this teach us about how to ulating or refining KAM$-$strategies?