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Fit für globale Kunden

Lindner, Detlev; Senn, Christoph - In: Harvard-Business-Manager : das Wissen der Besten 34 (2012) 9, pp. 69-77

Persistent link: https://www.econbiz.de/10009581510

FIT FÜR GLOBALE KUNDEN - BEST PRACTICE: So zentralisierte Altana seine mittelständische Vertriebsstruktur. Eine Anleitung für ein globales Key-Account-Management.

Lindner, Detlev; Senn, Christoph - In: Harvard-Business-Manager : das Wissen der Besten 34 (2012) 9, pp. 68-78

Persistent link: https://www.econbiz.de/10010018775

Fit for global customers: how ALTANA mastered the journey to a customer-centric organization

Lindner, Detlev; Senn, Christoph - In: Journal of Business Strategy 36 (2015) 4, pp. 3-10

Purpose – The purpose of this paper is to describe the implementation journey of global account management (GAM) programs. ALTANA’s case offers a good example of the challenges a supplier faces when attempting to ascend into the highest supplier league – as well as lessons on how they can...

Persistent link: https://www.econbiz.de/10014847212

The booster zone : how to accelerate growth with strategic customers

Senn, Christoph - In: Journal of business strategy 33 (2012) 6, pp. 31-39

Persistent link: https://www.econbiz.de/10009678309

Key-Account-Management für Investitionsgüter : ein leitfaden für den erfolgreichen Umgang mit Schlüsselkunden

Senn, Christoph - 1997

Persistent link: https://www.econbiz.de/10004001385

Key Account Management für Investitionsgüter : (Anforderungen - Methodik - Erfolgsfaktoren)

Senn, Christoph - 1996

Persistent link: https://www.econbiz.de/10000607412

Key Account Management für Investitionsgüter : (Anforderungen, Methodik, Erfolgsfaktoren)

Senn, Christoph - 1996

Persistent link: https://www.econbiz.de/10000955855

Geschäftskunden im Härtetest

Senn, Christoph - In: Harvard-Business-Manager : das Wissen der Besten 31 (2009) 11, pp. 72-85

Persistent link: https://www.econbiz.de/10003889625

Global customer management programs : how to make them really work

Capon, Noel; Senn, Christoph - In: California management review 52 (2009/10) 2, pp. 32-55

Persistent link: https://www.econbiz.de/10003960507

Leveraging synergies between R&D and key account management to drive value creation

Wießmeier, Georg F. L.; Thoma, Axel; Senn, Christoph - In: Research technology management : RTM 55 (2012) 3, pp. 15-22

Persistent link: https://www.econbiz.de/10009554216

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