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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: 41.57 MB
Format: PDF, Docs
Category : Business & Economics
Languages : en
Pages : 294
View: 3419

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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: Diana Woodburn
Publisher: John Wiley & Sons
Release: 2012-11-13
ISBN: 0470974737
Size: 78.38 MB
Format: PDF, ePub, Mobi
Category : Business & Economics
Languages : un
Pages : 496
View: 1269

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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.



Key Account Management

Key Account Management PDF
Author: Ove Jensen
Publisher: Springer-Verlag
Release: 2013-07-02
ISBN: 3663104680
Size: 78.14 MB
Format: PDF, ePub, Mobi
Category : Business & Economics
Languages : de
Pages : 201
View: 3080

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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: 80.16 MB
Format: PDF, ePub, Docs
Category :
Languages : un
Pages : 163
View: 984

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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.



Key Account Management

Key Account Management PDF
Author: Joel Le Bon
Publisher:
Release: 2015-03
ISBN: 9781631571749
Size: 18.19 MB
Format: PDF, Kindle
Category : Business & Economics
Languages : un
Pages : 200
View: 680

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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.



Handbook On Business To Business Marketing

Handbook on Business to Business Marketing PDF
Author: Gary L. Lilien
Publisher: Edward Elgar Publishing
Release: 2012-01-01
ISBN: 1781002444
Size: 65.79 MB
Format: PDF, ePub, Mobi
Category : Business & Economics
Languages : un
Pages : 800
View: 2226

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Handbook On Business To Business Marketing

by Gary L. Lilien, Handbook On Business To Business Marketing Books available in PDF, EPUB, Mobi Format. Download Handbook On Business To Business Marketing books, This insightful Handbook provides a comprehensive state-of-the-art review of business-to-business marketing. It supplies an overview and pioneers new ideas relating to the activity of building mutually value-generating relationships between organizations Ð from businesses to government agencies to not-for-profit organizations Ð and the many individuals within them. Comprising 38 chapters written by internationally renowned scholars, this Handbook presents perspectives of a variety of issue areas from both an academic and a managerial perspective (state of theory and state of practice). The material in this compendium includes theoretical and practical perspectives in business-to-business marketing, marketing mix and strategy, interfirm relationships, personal selling and sales management, technology marketing, and methodological issues central to business-to-business markets. Published in conjunction with Penn StateÕs Institute for the Study of Business Markets, this extensive volume will expand research and teaching in business-to-business marketing in academia and will improve the practice of business-to-business marketing for firms in the industry. This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a complete overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.



Key Customers

Key Customers PDF
Author: Malcolm McDonald
Publisher: Elsevier
Release: 2000
ISBN: 008050972X
Size: 61.55 MB
Format: PDF, Mobi
Category : Business & Economics
Languages : un
Pages : 320
View: 5039

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Key Customers

by Malcolm McDonald, Key Customers Books available in PDF, EPUB, Mobi Format. Download Key Customers books, Developing successful business-to-business relationships with more powerful 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 in a practical way that can be implemented in all organizations. In particular ''Key Customers'' looks at: * why has key account management become so critical to commercial success? * what are the key challenges and how do successful companies respond? * why is it vital to understand the role of key account management in strategic planning? * do you know what strategy your customer has for your company? By addressing these key questions McDonald, Rogers and Woodburn draw out the business issues that really matter - from developing a customer classification system that really works, analysing the needs of key accounts, developing the skills of key account managers to how systems for implementing key account plans can be developed. Throughout the book the emphasis is on clarifying and articulating the key concepts to give the reader the tools to apply in the marketplace. The ''real world'' approach is based on best practice from leading companies globally and the latest research from the renowned Cranfield School of Management. ''Key Customers'' comes from authors with an international reputation in this field and is an essential guide to customer management for marketing and sales executives, and all senior management with strategic responsibility. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student.



Deutsche Nationalbibliographie Und Bibliographie Der Im Ausland Erschienenen Deutschsprachigen Ver Ffentlichungen

Deutsche Nationalbibliographie und Bibliographie der im Ausland erschienenen deutschsprachigen Ver  ffentlichungen PDF
Author:
Publisher:
Release: 2007
ISBN:
Size: 62.21 MB
Format: PDF, Mobi
Category : Dissertations, Academic
Languages : de
Pages :
View: 1625

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Deutsche Nationalbibliographie Und Bibliographie Der Im Ausland Erschienenen Deutschsprachigen Ver Ffentlichungen

by , Deutsche Nationalbibliographie Und Bibliographie Der Im Ausland Erschienenen Deutschsprachigen Ver Ffentlichungen Books available in PDF, EPUB, Mobi Format. Download Deutsche Nationalbibliographie Und Bibliographie Der Im Ausland Erschienenen Deutschsprachigen Ver Ffentlichungen books,



Key Account Management And Planning

Key Account Management and Planning PDF
Author: Noel Capon
Publisher: Simon and Schuster
Release: 2001-09-04
ISBN: 074321188X
Size: 29.50 MB
Format: PDF, ePub, Docs
Category : Business & Economics
Languages : un
Pages : 462
View: 4887

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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, A practical and timely handbook for modern-day sales managers explains how to transform key accounts, in both domestic and global markets, into business success, providing step-by-step guidelines for developing strategy, managing a sales force, analyzing key accounts, and more. 12,500 first printing.