Key Account Management - das Praxishandbuch B2B. (2017)

• Record Type: Book
• Further Information: Note: Stefan Reintgen.
• Authors: Reintgen, Stefan
• Contents: Inhaltsverzeichnis; Titel; Impressum; Vorwort; 1 Key Account Management: warum und wie?; 1.1 Kontext; 1.2 Vorteile von KAM; 1.3 Begrifflichkeiten; 1.4 Wie Key Account Management gestalten; 2 Fit für Key Account Management; 2.1 Unternehmens- und Vertriebsstrategie; 2.2 Kernkompetenzen und Ressourcen; 2.3 Grundsätze; 2.4 Kundenorientierung; 2.5 Key Account Management Fitness-Check; 3 Ziele; 3.1 Ziele; 3.2 Zielkunden für Key Account Management; 3.3 Key Account Management einführen; 4 Potentiale ermitteln und entwickeln; 4.1 Analyse für die Potentialermittlung 4.2 Key Account Entwicklung strategisch und operativ5 Menschen im Key Account Management; 5.1 Key Account Management organisieren; 5.2 Das Key Account Team; 5.3 Der Key Account Manager; 6 Prozesse und Tools; 6.1 Prozesse; 6.2 Toolbox: Der Key Account Entwicklungsplan; 6.3 Key Account Jahresgespräche; 6.4 Kundenzufriedenheitsanalyse; 7 Ergebnissicherung; 7.1 Controlling; 7.2 Balanced Scorecard; 7.3 CRM; 8 Quo Vadis KAM?; 8.1 Digitalisierung; 8.2 Führung; 8.3 Agilität; Literaturverzeichnis; Abbildungsverzeichnis; Tabellenverzeichnis; Der Autor; Stichwortverzeichnis
• Publisher Details: Weinheim, Germany : Wiley-VCH
• Publication Date: 2017
• Extent: 1 online resource
• Subjects: 658.8/04; BUSINESS & ECONOMICS / Sales & Selling / General; Selling -- Key accounts; Marketing -- Key accounts; Customer services; BUSINESS & ECONOMICS / Industrial Management; BUSINESS & ECONOMICS / Management; BUSINESS & ECONOMICS / Management Science; BUSINESS & ECONOMICS / Organizational Behavior; Electronic books; Electronic books
• Languages: German
• ISBNs: 9783527813858; 3527813853
• Related ISBNs: 9783527509027
• Notes: Note: Includes bibliographical references.; Note: Vendor-supplied metadata.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.