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"Unsere Kernkompetenz liegt zu 95% im Vertrieb"

Würth, Reinhold; Zupancic, Dirk - In: Marketing Review St. Gallen : die neue … 27 (2010) 1, pp. 4-7

Persistent link: https://www.econbiz.de/10009854028

Ready to pitch? : eine kritische Betrachtung der Ausschreibungspraxis

Belz, Christian; Schmitz, Christian; Steinbacher, Eva K.; … - In: Marketing Review St. Gallen : die neue … 28 (2011) 4, pp. 26-33

Persistent link: https://www.econbiz.de/10009854110

UNTERNEHMENSFÜHRUNG - Finanz- und Rechnungswesen-Controlling - Customer Relationship Management - Strategie und Organisation der Bearbeitung internationaler Schlüsselkunden - Bei d...

Zupancic, Dirk; Müllner, Markus - In: IO-Management 69 (2000) 11, pp. 47-55

Persistent link: https://www.econbiz.de/10006777644

Towards an integrated framework of key account management

Zupancic, Dirk - In: Journal of Business & Industrial Marketing 23 (2008) 5, pp. 323-331

Purpose – The purpose of the paper is to identify the elements of professional key account management programs, to understand the success factors and to create an integrated framework. Design/methodology/approach – The article is based on an analysis of the existing literature as well as on...

Persistent link: https://www.econbiz.de/10014842913

Systematic sales channel redesign for the US market

Zupancic, Dirk; Neckermann, Sonja; Schagen, Alexander - In: Journal of Business & Industrial Marketing 25 (2010) 7, pp. 547-555

Purpose – The purpose of this teaching case study is to analyze, conceptualize and redesign sales approaches with the example of a German wire company selling in the US market. Design/methodology/approach – This is a case‐based research paper that describes in detail successful sales...

Persistent link: https://www.econbiz.de/10014843039