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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
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Key-Account-Controlling im Marketing für Industriegüter
Baguhl, Olaf - 2004
Persistent link: https://www.econbiz.de/10002102956
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Key account management in business-to-business markets : an assessment of its economic value
Wengler, Stefan - 2006 - 1. Aufl.
Persistent link: https://www.econbiz.de/10003355399
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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
Persistent link: https://www.econbiz.de/10011963899
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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.
Persistent link: https://www.econbiz.de/10003731504
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Developing strategic key account relationships in business-to-business markets
Wilson, Kevin - In: Handbook of strategic account management : a …, (pp. 495-514). 2014
Persistent link: https://www.econbiz.de/10010341881
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On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.; Zhao, Yanhui; Richards, Keith A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
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Verkaufen an Top-Entscheider : Wie Sie mit Vision Selling Gewinn bringende Geschäfte in der Chefetage abschließen
Heinrich, Stephan (contributor) - 2008
An Top-Entscheider zu verkaufen, heißt, hohe Umsätze, kurze Sales-Cycles und sichere Abschlüsse zu realisieren. Daher sind Top-Entscheider die allerbegehrteste Zielgruppe im Vertrieb. Und eine schwierige! Denn sie ticken anders – und sie wollen anders angesprochen werden. Top-Entscheider...
Persistent link: https://www.econbiz.de/10013516764
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The cultural factors in global account management : the case of Indian buyers and German suppliers
Kadam, Nayan; Niersbach, Barbara; Ivens, Björn Sven - In: The journal of business & industrial marketing 38 (2023) 2, pp. 353-366
Persistent link: https://www.econbiz.de/10013539270