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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

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

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

Value-based promotion : a consumer retention tool in electronics goods market

Joy, Gemini V.; James, P. S.; Kumar, K. Senthil - In: International journal of value chain management : IJVCM 7 (2014) 2, pp. 124-133

Persistent link: https://www.econbiz.de/10010484383

Kundenwert aus Kundensicht : eine empirische Analyse des Kundennutzens aus Sicht der Privat- und Geschäftskunden in der Automobilindustrie

Wachter, Nadine - 2006 - 1. Aufl.

Persistent link: https://www.econbiz.de/10003316519

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

Creating and capturing value in KAM relationships

Ryals, Lynette J.; Holt, Sue - In: Journal of strategic marketing 15 (2007) 5, pp. 403-420

Persistent link: https://www.econbiz.de/10003621425

Strategisches Kundencontrolling : eine konzeptionelle und empirische Studie zum Kundenwertmanagement

Reinecke, Sven; Keller, Jens - In: Controlling & Management review / Sonderheft : ZfCM : … (2007) 2, pp. 83-88

Persistent link: https://www.econbiz.de/10003536314

Die "68er" als Kunden : wirtschaftliche Potentiale einer engagierten und kritischen Generation

Krone, Hans G. - 2010

Persistent link: https://www.econbiz.de/10003966661

Wertorientierte Gestaltung von Kundenbeziehungen

Heidemann, Julia - 2009

Persistent link: https://www.econbiz.de/10008749430

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