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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

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

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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

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Investigating the relationship between key account management performance and repeat orders : does the length of the relationship matter?

Nor Azila Mohd Noor; Kawsar Ahmad - In: Asian Academy of Management journal : AAMJ 19 (2014) 2, pp. 23-42

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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

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So verkaufen Sie Investitionsgüter : von der Commodity bis zum Anlagenbau ; wie Sie im harten Wettbewerb neue Kunden gewinnen

Oberstebrink, Tim - 2008 - 1. Aufl.

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B2B-Märkte im Wandel

Auerbach, Heiko - In: B2B-Handbuch Operations Management : Industriegüter …, (pp. 533-567). 2009

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Strategic account management programs : alignment of design elements and management practices

Storbacka, Kaj - In: The journal of business & industrial marketing 27 (2012) 4, pp. 259-274

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Linking key account management practices to performance outcomes

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Where's the strategic intent in key account relationships?

Ryals, Lynette J.; Davies, Iain A. - In: The journal of business & industrial marketing 28 (2013) 2, pp. 111-124

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