Narrow search
Showing 1 - 10 of 25,185
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
Key-Account-Management : Geschäftsausweitung durch kundenbezogene Strategien
Sidow, Hans D. - 2007 - 8., aktualisierte und erw. Aufl.
Persistent link: https://www.econbiz.de/10003400588
Cover Image
Sustaining high-performance global account management : a model and test of a global change capability
Thoma, Axel - 2009
Persistent link: https://www.econbiz.de/10003953567
Cover Image
Key-Account-Management : Geschäftsausweitung durch kundenbezogene Strategien
Sidow, Hans D. - 2007 - 8., aktualisierte und erweiterte Auflage
Intro -- Hans D. Sidow -- Key-Account-Management -- Hans D. Sidow -- Key-Account-Management -- Geschäftsausweitung durch kundenbezogene Strategien -- Bibliografische Information der Deutschen Nationalbibliothek -- Inhalt -- 1 Was heißt Key-Account-Management? 9 -- 2 Gründe für die...
Persistent link: https://www.econbiz.de/10012166553
Cover Image
Neukundengewinnung für Asset Manager
Blättler, Urs - 2005
Persistent link: https://www.econbiz.de/10014010851
Cover Image
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
Cover Image
Gestaltung des internationalen Key Account Managements : Analyse vor dem Hintergrund der Internationalisierung des Konsumgütereinzelhandels
Schlüter, Andrea - 2011 - 1. Aufl.
Persistent link: https://www.econbiz.de/10009244475
Cover Image
The effectiveness of key account management practices
Davies, Iain A.; Ryals, Lynette J. - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1182-1194
Persistent link: https://www.econbiz.de/10010439580
Cover Image
The best practice of CRM implementation for small- and medium-sized enterprises
Pohludka, Michal; Štverková, Hana - In: Administrative Sciences : open access journal 9 (2019) 1/22, pp. 1-17
The biggest key aspect to the success of a business is a satisfied customer. For this reason, it is possible to state that the growing trend of focusing on the customer and his/her needs has prevailed in recent years. The aim of this article is to analyze the use of CRM (Customer Relationship...
Persistent link: https://www.econbiz.de/10012126858
Cover Image
CRM technology and KAM performance : the mediating effect of key account-related knowledge
Salojärvi, Hanna; Sainio, Liisa-Maija - In: Journal of business market management : JBM 8 (2015) 1, pp. 435-454
This paper examines the effect of customer relationship management (CRM) technology investment and key account-related knowledge on suppliers' key account management (KAM) performance. The findings are based on survey data gathered from large Finnish industrial suppliers and subjected to factor...
Persistent link: https://www.econbiz.de/10010516592