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Friedrich, Wilhelm; Garbe, Bernd - 1994

Persistent link: https://www.econbiz.de/10000892509

A stage model for transitioning to KAM

Davies, Iain A.; Ryals, Lynette J. - In: Journal of marketing management : MM 25 (2009) 9/10, pp. 1027-1048

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Die Praxis des Verkaufs : Vertriebssteuerung, Pre-Sales, Sales, Key-Account-Management

Krumbach-Mollenhauer, Peter (ed.); Lehment, Thomas (ed.) - 2008 - 1. Auflage

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Erfolgreiches Transformationsmanagement im Vertrieb : 1. FOM-Transfer-Workshop Sales Management Excellence, Essen, 8. Oktober 2013

Westphal, Jörg (contributor) - 2013

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Sales coordination and structural complexity : a national-international comparison

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Key account management : selling? : providing services? ... : or both?

Ivens, Björn Sven; Niersbach, Barbara; Pardo, Catherine - In: Marketing review St. Gallen : Marketingfachzeitschrift … 32 (2015) 6, pp. 70-78

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The role of key account management in marketing and sales intelligence

Ivens, Björn Sven; Pardo, Catherine - In: Marketing review St. Gallen : Marketingfachzeitschrift … 31 (2014) 4, pp. 32-40

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A Stage Model for Transitioning to Kam

Davies, Iain Andrew - 2011

This paper investigates the under-researched area of key account management (KAM) implementation through a systematic review of the literature, syndications with a panel of industry exemplars, and a survey investigating how organizations implement KAM. Through this we identify a stage model that...

Persistent link: https://www.econbiz.de/10013124094

A sales approach to key account management (KAM) : toward a unified view of KAM deployment and operationalization

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Persistent link: https://www.econbiz.de/10012650015

Attitudes and behaviours of key account managers : are they really any different to senior sales professionals?

Davies, Iain A.; Ryals, Lynette J. - In: Industrial marketing management : the international … 42 (2013) 6, pp. 919-931

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