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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 --...

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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

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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

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B2B-Märkte im Wandel

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

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Where's the strategic intent in key account relationships?

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Key account relationships : an exploratory inquiry of customer-based evaluations

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