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Strategisches Key Account Management (Für Entscheider): Voraussetzungen, Erfolgsfaktoren, Möglichkeiten Und Grenzen
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ISBN13: 9783658174286
Publisher: Springer Gabler
Published: Jul 14 2022
Language: German
Dieser Quick Guide/Dieses Buch beschreibt kurz und prägnant einen ganzheitlichen Ansatz für die Einführung eines professionellen Key Account Managements. Sämtliche Herausforderungen, denen sich Geschäftsführer und Entscheider im Vertrieb stellen müssen, werden in ihrem Kern erfasst und konkrete Lösungsansätze aufgezeigt. Die Autoren stellen auch notwendige Investitionen, ROI-Analysen und Qualifizierungsprogramme vor. Zwei abschlie ende Self-Assessments geben konkrete Hilfestellung für die eigene Sandortbestimmung und den Entscheidungsprozess. Mit anschaulichen Beispielen, Entscheidungsoptionen, übersichtlichen Zusammenfassungen und weiterführenden Tipps der ideale Schnelleinstieg für die Antwort auf die Frage: Key Account Management ja, aber wie?
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