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Psychological aspects of a key account management organisation

Psychological aspects of a key account management organisation

Paperback

Management

ISBN10: 6209877508
ISBN13: 9786209877506
Publisher: Our Knowledge Publishing
Published: Mar 24 2026
Pages: 80
Weight: 0.26
Height: 0.19 Width: 6.00 Depth: 9.00
Language: English
Successful key account management remains a challenge for companies. The psychological aspects of a key account management organisation highlighted in this work demonstrate that staff selection and targeted deployment based on personality analyses are of great importance to the success of this sales unit. Following a presentation of common analytical methods and the selection of the appropriate method, surveys are conducted. Based on the results, the requirements for key account management are defined. Ways of supporting and developing individual personalities are also outlined. Finally, the most important results and findings are summarised and an outlook on possible developments is provided.

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Management