Narrow search
Showing 1 - 10 of 1,475
Cover Image
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
Cover Image
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
Cover Image
A framework for key account management and revenue management integration
Wang, Xuan Lorna; Brennan, Ross - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1172-1181
Persistent link: https://www.econbiz.de/10010439583
Cover Image
Customer relationship management : concept, strategy, and tools
Kumar, V.; Reinartz, Werner J. - 2018 - Third edition
Persistent link: https://www.econbiz.de/10011663789
Cover Image
Customer Equity Management bei kontinuierlichen Dienstleistungen : Konzeption, Modell und Anwendung im Mobilfunk
Hundacker, Stefan - 2005 - 1. Aufl.
Persistent link: https://www.econbiz.de/10002570382
Cover Image
Die "68er" als Kunden : wirtschaftliche Potentiale einer engagierten und kritischen Generation
Krone, Hans G. - 2010
Persistent link: https://www.econbiz.de/10003966661
Cover Image
Wertorientierte Gestaltung von Kundenbeziehungen
Heidemann, Julia - 2009
Persistent link: https://www.econbiz.de/10008749430
Cover Image
Value creation and firm sales performance : the mediating roles of strategic account management and relationship perception
Sullivan, Ursula Y.; Peterson, Robert M.; Krishnan, … - In: Industrial marketing management : the international … 41 (2012) 1, pp. 166-173
Persistent link: https://www.econbiz.de/10009513196
Cover Image
Communicative skills that support value creation : a study of B2B interactions between customers and customer service representatives
Salomonson, Nicklas; Åberg, Annika; Allwood, Jens - In: Industrial marketing management : the international … 41 (2012) 1, pp. 145-155
Persistent link: https://www.econbiz.de/10009513202
Cover Image
Organizational factors enhancing customer knowledge utilization in the management of key account relationships
Salojärvi, Hanna; Sainio, Liisa-Maija; Tarkiainen, Anssi - In: Industrial marketing management : the international … 39 (2010) 8, pp. 1395-1402
Persistent link: https://www.econbiz.de/10008807104