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4. Funktionen und Rollen im Key Account Management

  • 2023
  • OriginalPaper
  • Chapter
Published in:
Author
Oliver Büchel
Published in
Neue Wege im Key Account Management
Publisher
Springer Fachmedien Wiesbaden

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Zusammenfassung

Die Aufgaben des Key Account Managers werden vielfältiger denn je. Zunächst kommt es aber darauf an, dass Sie das passende Orga-Modell für Ihr Key Account Management wählen. Dies hängt wiederum davon ab, welche Schlüsselkunden Sie bereits haben bzw. welche Sie gewinnen möchten. Grundsätzlich ist es ratsam, den Key Account Managern eine hohe Verantwortung zu übertragen, damit diese auf Kundenseite als echte Kompetenz- und Entscheidungsträger wahrgenommen werden. Wer neues Personal im KAM-Umfeld sucht, sollte unbedingt neue Wege einschlagen und auf klassische Recruiting-Methoden verzichten.

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previous chapter Neue Rahmenbedingungen für das Key Account Management
next chapter Taktische Umsetzung des Key Account Managements
Title
Funktionen und Rollen im Key Account Management
Author
Oliver Büchel
Copyright Year
2023
Book
Neue Wege im Key Account Management

Print ISBN: 978-3-658-41849-6

Electronic ISBN: 978-3-658-41850-2

Copyright Year: 2023

DOI
https://doi.org/10.1007/978-3-658-41850-2_4