What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Berenika B. Hengstebeck, Roland Kassemeier, Jan Wieseke
| Year of publication: |
2022
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|---|---|
| Authors: | Hengstebeck, Berenika B. ; Kassemeier, Roland ; Wieseke, Jan |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 106.2022, p. 392-404
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| Subject: | Key account management | Personality dimensions | Sales performance | Selling skills | Key-Account-Management | Verkaufspersonal | Salespeople | Verkauf | Selling | Beziehungsmarketing | Relationship marketing | Lieferantenmanagement | Supplier relationship management |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2022.09.003 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014226538