Alasdair MacIntyre's critique of managerial capitalism is well known, with some arguing that MacIntyrean thought is antithetical to contemporary capitalist business. Nevertheless, substantial efforts have been taken to demonstrate how different business activities constitute MacIntyrean...

The new school of thought in sales -- Sales culture and processes -- Key account management in B2B -- Account selection -- Strategy comparison customer company - supplier company -- Core benefits, core messages, win-loss analysis, value proposition -- Top executive relationship program --...

The biggest key aspect to the success of a business is a satisfied customer. For this reason, it is possible to state that the growing trend of focusing on the customer and his/her needs has prevailed in recent years. The aim of this article is to analyze the use of CRM (Customer Relationship...

One of the biggest trends in accounting is outsourcing finance and accounting services. Outsourcing of accounting services most importantly enables businesses focus on their primary business rather than building an accounting department. Outsourcing accounting services can help businesses cut...

Großkunden spielen die entscheidende Rolle im Vertrieb jedes Unternehmens. Um den Wettbewerbsvorteil, den das Key Account Management bietet, nutzen zu können, müssen strategische Voraussetzungen von den Unternehmen geschaffen werden. Das St. Galler KAM-Konzept bietet einen Bezugsrahmen für...

Cover -- Titel -- Impressum -- Vorwort: Gebrauchsanleitung -- Inhaltsverzeichnis -- Verzeichnis der Abbildungen -- Verzeichnis der Exkurse -- 1 Erfolge mit Schlüsselkunden -- 1.1 Kundenorganisation -- 1.2 Entwicklungslinien des Key Account Management -- 1.3 Aktuelle Herausforderungen im Key...

"Nurture client relationships, deliver long-term, market-beating growth, and win the competitive edge with this end-to-end guide to connecting marketing, sales and customer success for key B2B accounts.It is one thing to win important accounts and business in the first place through effective...

"Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the...

Cover -- Titel -- Impressum -- Vorwort -- Inhaltsverzeichnis -- 1. Key Account Management auf den Punkt gebracht -- 1.1 Ist Key Account Management überhaupt wichtig? -- 1.2 Was steckt hinter dem Key Account Management? -- 1.3 Key Account Management und Flächenvertrieb - ein Vergleich -- 1.4...

We analyze the interaction between a monopolistic seller and a continuum of identical customers of a single product when some of them can form a buyer group and the seller can implement a key account management (KAM) program to deal with these customers, leaving those that purchase on an...

Customer Success Management (CSM): Der Aufstieg eines neuen Managementkonzepts -- Kundenerfolg aus einer zielorientierten Perspektive -- Treiber der Implementierung von CSM -- Value-based Selling -- Implementierung und Onboarding -- Kundenbezogene CSM-Aktivitäten -- Anpassung der Value...

Der Trusted Associate als neue Rolle im Vertrieb der Zukunft – Kundenorientierung neu definiert -- Trusted Customer Relations – ein neues Mindset für moderne Kundenbeziehungen -- Kundengewinnung und Kundenbindung im digitalen Zeitalter – Neustart im Hybrid Selling -- Kunden und...

This paper examines the effect of customer relationship management (CRM) technology investment and key account-related knowledge on suppliers' key account management (KAM) performance. The findings are based on survey data gathered from large Finnish industrial suppliers and subjected to factor...

Carl Rogers needs to make up his mind on what to suggest to his boss. There have been major changes in the buying center of the key account customer he is responsible for. He now needs to decide how to continue the existing relationship and how to proceed with the potential new ones.

Introduction to implementing key account management -- Re-engaging strategic customers -- Adopting key account management -- Building customer understanding and value planning -- Developing customer relationships -- Developing winning offerings -- Creating compelling customer value propositions...