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Search: subject_exact:"Global account management"
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Verkauf
Key account management
212
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211
Relationship marketing
65
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64
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47
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47
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Curasi, Carolyn Folkman
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Industrial marketing management : the international journal for industrial and high-tech firms
5
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
2
The journal of personal selling & sales management : JPSSM
2
International journal of logistics : research and applications
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Journal of marketing management : MM
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ECONIS (ZBW)
13
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1
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
2
On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Richards, Keith A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
Saved in:
3
Sales failure : a review and future research directions
McGowan, Phillip
- In:
International journal of logistics : research and …
24
(
2021
)
1
,
pp. 23-50
Persistent link: https://www.econbiz.de/10012424778
Saved in:
4
A sales approach to key account management (KAM) : toward a unified view of KAM deployment and operationalization
Fazli-Salehi, Reza
;
Torres, Ivonne M.
;
Zúñiga, Miguel …
- In:
Services marketing quarterly
42
(
2021
)
3/4
,
pp. 234-252
Persistent link: https://www.econbiz.de/10012650015
Saved in:
5
Key account buying team members' emotional responses awarding multi-million dollar sales contracts
Curasi, Carolyn Folkman
;
Boles, James Sanders
; …
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 193-205
Persistent link: https://www.econbiz.de/10011963489
Saved in:
6
From selling to managing strategic customers : a competency analysis
Lacoste, Sylvie
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 92-122
Persistent link: https://www.econbiz.de/10011936258
Saved in:
7
Influence tactics, relational conditions, and key account managers' performance
Liu, Yi
;
Huang, Ying
;
Fan, Hua
- In:
Industrial marketing management : the international …
73
(
2018
),
pp. 220-231
Persistent link: https://www.econbiz.de/10011904736
Saved in:
8
Key account management : selling? : providing services? ... : or both?
Ivens, Björn Sven
;
Niersbach, Barbara
;
Pardo, Catherine
- In:
Marketing review St. Gallen : Marketingfachzeitschrift …
32
(
2015
)
6
,
pp. 70-78
Persistent link: https://www.econbiz.de/10011559972
Saved in:
9
Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Friend, Scott B.
;
Curasi, Carolyn Folkman
;
Boles, James S.
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1124-1135
Persistent link: https://www.econbiz.de/10010439596
Saved in:
10
The role of key account management in marketing and sales intelligence
Ivens, Björn Sven
;
Pardo, Catherine
- In:
Marketing review St. Gallen : Marketingfachzeitschrift …
31
(
2014
)
4
,
pp. 32-40
Persistent link: https://www.econbiz.de/10010390903
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