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Account Management Strategies in B2B Sales : Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools
Neeb, Hans-Peter - 2023
The new school of thought in sales -- Sales culture and processes -- Key account management in B2B -- Account selection -- Strategy comparison customer company - supplier company -- Core benefits, core messages, win-loss analysis, value proposition -- Top executive relationship program --...
Persistent link: https://www.econbiz.de/10013504735
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Gestaltung des internationalen Key Account Managements : Analyse vor dem Hintergrund der Internationalisierung des Konsumgütereinzelhandels
Schlüter, Andrea - 2011
Durch die Handelsinternationalisierung ist das internationale Key Account Management (KAM) in der Konsumgüterbranche von einer hohen Komplexität gekennzeichnet. Andrea Schlüter untersucht die Bedeutung strategischen und strukturellen Designs. Basierend auf umfassenden Literaturrecherchen und...
Persistent link: https://www.econbiz.de/10014015439
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Is KAM focus driving FMCG manufacturers towards an imbalanced customer portfolio shape?
Rubio, Pedro; Fabra, María Eugenia; Labajo, Victoria - In: International journal of business environment : IJBE 11 (2020) 2, pp. 190-211
Persistent link: https://www.econbiz.de/10012225198
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Sales failure : a review and future research directions
McGowan, Phillip - In: International journal of logistics : research and … 24 (2021) 1, pp. 23-50
Persistent link: https://www.econbiz.de/10012424778
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Within-seller and buyer-seller network structures and key account profitability
Gupta, Aditya; Kumar, Alok; Grewal, Rajdeep; Lilien, Gary L. - In: Journal of marketing 83 (2019) 1, pp. 108-132
Persistent link: https://www.econbiz.de/10012175847
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Managing key accounts in the readymade garments industry : to what extent Bangladeshi companies perform
Ahmmed, Kawsar; Nor Azila Mohd Noor - In: Journal of Asian finance, economics and business : JAFEB 5 (2018) 4, pp. 57-65
Persistent link: https://www.econbiz.de/10011963899
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Performance effects of global account coordination mechanisms : an integrative study of boundary conditions
Shi, Linda Hui; Gao, Tao - In: Journal of international marketing 24 (2016) 2, pp. 1-21
Persistent link: https://www.econbiz.de/10011500425
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Perspectives on social media ant its use by key account managers
Lacoste, Sylvie - In: Industrial marketing management : the international … 54 (2016), pp. 33-43
Persistent link: https://www.econbiz.de/10011478714
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The impact of customer attractiveness and supplier satisfaction on becoming a preferred customer
Pulles, Niels J.; Schiele, Holger; Veldman, Jasper; … - In: Industrial marketing management : the international … 54 (2016), pp. 129-140
Persistent link: https://www.econbiz.de/10011478745
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Recovery Management - systematische Kundenrückgewinnung und Abwanderungsprävention zur Sicherung des Unternehmenserfolges
Büttgen, Marion - In: Die Betriebswirtschaft : DBW 63 (2003) 1, pp. 60-76
Persistent link: https://www.econbiz.de/10001732486