bookbugs.net

PDF download and read online

Key Account Management In Business To Business Markets

Key Account Management in Business to Business Markets PDF
Author: Stefan Wengler
Publisher: Springer Science & Business Media
Release: 2007-11-06
ISBN: 383509355X
Size: 77.40 MB
Format: PDF, ePub, Mobi
Category : Business & Economics
Languages : en
Pages : 294
View: 5108

Download

Key Account Management In Business To Business Markets

by Stefan Wengler, Key Account Management In Business To Business Markets Books available in PDF, EPUB, Mobi Format. Download Key Account Management In Business To Business Markets books, 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.



Key Account Management

Key Account Management PDF
Author: Ove Jensen
Publisher: Springer-Verlag
Release: 2013-07-02
ISBN: 3663104680
Size: 31.57 MB
Format: PDF, ePub, Docs
Category : Business & Economics
Languages : de
Pages : 201
View: 7740

Download

Key Account Management

by Ove Jensen, Key Account Management Books available in PDF, EPUB, Mobi Format. Download Key Account Management books, Ove Jensen zeigt auf, welche Gestaltungstypen des Key-Account-Managements es gibt, welche Determinanten die Gestaltung des KAM beeinflussen und weist Erfolgsfaktoren nach.



Kundenbindungsstrategien Im Key Account Management Im Sterreichischen Industrieg Tersektor

Kundenbindungsstrategien im Key Account Management im   sterreichischen Industrieg  tersektor PDF
Author: Katharina Wurzer
Publisher:
Release: 2009
ISBN:
Size: 69.50 MB
Format: PDF, ePub, Docs
Category :
Languages : de
Pages : 163
View: 2805

Download

Kundenbindungsstrategien Im Key Account Management Im Sterreichischen Industrieg Tersektor

by Katharina Wurzer, Kundenbindungsstrategien Im Key Account Management Im Sterreichischen Industrieg Tersektor Books available in PDF, EPUB, Mobi Format. Download Kundenbindungsstrategien Im Key Account Management Im Sterreichischen Industrieg Tersektor books, Key Account Management hat seine Wurzeln im Industriegütersektor und verfolgt als Ziel, die dauerhafte Kundenbindung der Schlüsselkunden. Damit dies langfristig möglich ist, sind Strategien zur Kundenbindung von Nöten. Daher werden mit dieser Diplomarbeit, mögliche Kundenbindungsstrategien im Key Account Management im österreichischen Industriegütersektor dargestellt. Zunächst erfolgt eine Darstellung der Begriffe Kundenbindungsmanagement, Key Account Management und Industriegütersektor, besonders in Österreich. Bei den Kundenbindungsstrategien sind zwei Ausrichtungen grundlegend: Die Verbundenheitsstrategie, die mittels Kundenzufriedenheit, Kundennähe und persönlichen Kontakt verfolgt wird, erfolgt auf freiwilliger Basis vom Kunden aus. Die Gebundenheitsstrategie wird über Verträge, technischen Inkompatibilitäten und hohen Wechselkosten umgesetzt und die Kundenbindung wird ausgehend vom Unternehmen erzwungen. Für die Datenerhebung in der Empirie wurden Experteninterviews mit Vertriebsverantwortlichen aus 16 österreichischen Industriegüterunternehmen geführt. Die Ergebnisse zeigen, dass in allen Unternehmen beide Strategien verfolgt werden, allerdings in unterschiedlicher Ausprägung. Die Verbundenheitsstrategie wird bevorzugt bei 69 % der befragten Unternehmen angewandt. *****Key Account Management was developed for the industrial market. Based on long-term considerations, customer retention of key accounts is the main target, and therefore customer retention strategies are of crucial importance. As a consequence, this Master's thesis deals with customer retention strategies in key account management in the Austrian business-to-business market. First of all, concepts of customer retention management, key account management and the Austrian business-to-business market are discussed. Two basic strategies of customer retention strategies, loyalty and binding, were identified. Customers regard a company with loyalty when they are satisfied and customer proximity is created. On the other hand binding is achieved with contracts, technical incompatibility and high costs associated with changing the supplier. Data were gathered in guided interviews with 16 sales managers of Austrian industrial companies. The results reveal that all surveyed companies follow both customer retention strategies, but in different forms. Customer loyalty is the preferred strategy in 69 % of the businesses polled.



Gesch Ftsbeziehungsmanagement

Gesch  ftsbeziehungsmanagement PDF
Author: Michael Kleinaltenkamp
Publisher: Springer-Verlag
Release: 2011-11-03
ISBN: 3834969281
Size: 55.34 MB
Format: PDF, ePub
Category : Business & Economics
Languages : de
Pages : 368
View: 6277

Download

Gesch Ftsbeziehungsmanagement

by Michael Kleinaltenkamp, Gesch Ftsbeziehungsmanagement Books available in PDF, EPUB, Mobi Format. Download Gesch Ftsbeziehungsmanagement books, Geschäftsbeziehungsmanagement, Key Account-Management und Kundenorientierung sind aus der modernen Unternehmensführung nicht mehr wegzudenken. In diesem Werk werden die eingesetzten Konzepte, Methoden und Instrumente besonders für den Business-to-Business-Bereich vertieft. Sie eignen sich für klassische Industriebranchen genauso wie für den industriellen Dienstleistungsbereich. In der 2. Auflage wurden alle Beiträge grundlegend überarbeitet und ergänzt. Die Neuauflage trägt damit sowohl den neueren Entwicklungen in der Praxis als auch den reichhaltigen Forschungsergebnissen der letzten Jahre Rechnung. Neu sind Kapitel zu strategischen Aspekten in Geschäftsbeziehungen und zum Customer Relationship Management (CRM).



Key Account Management

Key Account Management PDF
Author: Diana Woodburn
Publisher: John Wiley & Sons
Release: 2012-11-13
ISBN: 0470974737
Size: 30.96 MB
Format: PDF, Docs
Category : Business & Economics
Languages : en
Pages : 496
View: 3845

Download

Key Account Management

by Diana Woodburn, Key Account Management Books available in PDF, EPUB, Mobi Format. Download Key Account Management books, "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.



The Handbook Of Technology Management Supply Chain Management Marketing And Advertising And Global Management

The Handbook of Technology Management  Supply Chain Management  Marketing and Advertising  and Global Management PDF
Author: Hossein Bidgoli
Publisher: John Wiley & Sons
Release: 2010-01-12
ISBN: 047024948X
Size: 39.69 MB
Format: PDF, ePub, Mobi
Category : Business & Economics
Languages : en
Pages : 931
View: 257

Download

The Handbook Of Technology Management Supply Chain Management Marketing And Advertising And Global Management

by Hossein Bidgoli, The Handbook Of Technology Management Supply Chain Management Marketing And Advertising And Global Management Books available in PDF, EPUB, Mobi Format. Download The Handbook Of Technology Management Supply Chain Management Marketing And Advertising And Global Management books, The discipline of technology management focuses on the scientific, engineering, and management issues related to the commercial introduction of new technologies. Although more than thirty U.S. universities offer PhD programs in the subject, there has never been a single comprehensive resource dedicated to technology management. "The Handbook of Technology Management" fills that gap with coverage of all the core topics and applications in the field. Edited by the renowned Doctor Hossein Bidgoli, the three volumes here include all the basics for students, educators, and practitioners



Key Account Management

Key Account Management PDF
Author: Joel Le Bon
Publisher:
Release: 2015-03
ISBN: 9781631571749
Size: 69.10 MB
Format: PDF, ePub, Docs
Category : Business & Economics
Languages : en
Pages : 200
View: 7075

Download

Key Account Management

by Joel Le Bon, Key Account Management Books available in PDF, EPUB, Mobi Format. Download Key Account Management books, Now more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service and the expertise of a dedicated sales team. Suppliers must make difficult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts, while also delivering value to both customer and supplier. Through the introduction of the selling center concept, the text offers sound, experiential solutions to better managing the buying center, resulting in co-creating value for both organizations. The objective of key account management is to increase the value of the relationship to the stakeholders of both organizations. To achieve this value optimization, the authors have integrated the processes/objectives/planning of key account management and sales effectiveness while leveraging information, technology, and relationships. To this end, this text provides direct, action-oriented answers to the following key questions: When should a key account program be implemented and when should it not? How does one align key customer and supplier interests? How is value co-created for key customers and suppliers? How can complex customer and supplier processes be streamlined to better integrate the buying center with the selling center? How should customer relationship management technology be used for co-creation of collaborative value? How can key account programs maintain and grow market leadership? By leveraging the most up-to-date research, testimonials drawn from interviews with experienced practitioners, the best practices of successful companies, along with straightforward practical guidelines for executives and sales leaders, this text can serve as instruction manual and toolbox for organizations working to achieve success through their key account strategies and meet the demand of their key customers.



Key Account Management And Planning

Key Account Management and Planning PDF
Author: Noel Capon
Publisher: Simon and Schuster
Release: 2002-06-15
ISBN: 0743215443
Size: 76.45 MB
Format: PDF
Category : Business & Economics
Languages : en
Pages : 480
View: 3664

Download

Key Account Management And Planning

by Noel Capon, Key Account Management And Planning Books available in PDF, EPUB, Mobi Format. Download Key Account Management And Planning books, The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition. Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.



Successful Global Account Management

Successful Global Account Management PDF
Author: Kevin Wilson
Publisher: Kogan Page Publishers
Release: 2002
ISBN: 9780749436049
Size: 11.78 MB
Format: PDF, Docs
Category : Business & Economics
Languages : en
Pages : 242
View: 4167

Download

Successful Global Account Management

by Kevin Wilson, Successful Global Account Management Books available in PDF, EPUB, Mobi Format. Download Successful Global Account Management books, While the concept of global account management (GAM) is not new, there are numerous differences (both subtle and overt) between it and the conventional management of overseas accounts. So what are they? How should we define GAM? And how can companies ensure that their global accounts are managed successfully?



Business To Business

Business to Business PDF
Author: Mario Glowik
Publisher: Routledge
Release: 2014-06-05
ISBN: 131780774X
Size: 24.77 MB
Format: PDF, ePub, Docs
Category : Business & Economics
Languages : en
Pages : 294
View: 1522

Download

Business To Business

by Mario Glowik, Business To Business Books available in PDF, EPUB, Mobi Format. Download Business To Business books, Contemporary business-to-business (B2B) industries consist of networks of customers, competitors and other stakeholders. Firms which manage their relationships with these important stakeholders are more likely to enjoy a sustained competitive advantage in the international business environment. This book is the first to provide a comprehensive overview of the field from a broad and accessible perspective. The authors bring an authoritative, scholarly understanding to the subject, taking readers through the entire process of creating, developing and maintaining B2B networks. Case studies illustrating each chapter include: Apple, Panasonic, Johnson & Johnson, Epson and Samsung. In providing a single and explicit established academic framework for understanding business networks in a global setting, this book is vital reading for students and researchers involved with international management, international marketing and strategic management.