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Key Account Management in Business to Business Markets

11 View(s), published at 2007-11-06, written by Prof. Dr. Michael Kleinaltenkamp, Stefan Wengler, published by Springer Science & Business Media
Key Account Management in Business to Business Markets

Key account management in business-to-business markets by Prof. Dr. Michael Kleinaltenkamp, Stefan Wengler Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle.... Published date on: 2007-11-06 with total page: 308 pages. Publisher of Key Account Management in Business-to-Business Markets is Springer Science & Business Media.

Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.

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