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8. Innovative Ansätze 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

Insbesondere im Key Account Management sollten Sie nicht jeden Hype weiterverfolgen. Vielfach liegen echte Innovationen eher in den Werten und der Art und Weise, wie Sie Ihren bestehenden und auch neuen Schlüsselkunden gegenübertreten. Hardselling und Druckverkauf haben im Key Account Management nichts zu suchen. Stattdessen kommt es darauf an, neuen Vertriebsansätze wie Hybrid oder Social Selling behutsam in das bestehende KAM-Konzept zu integrieren. Intuitions- und Improvisationsvermögen sind im Key Account Management mehr denn je gefragt, wenn es darum geht, zeitgemäß vorzugehen.

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previous chapter Weiterentwicklung von Bestands-Schlüsselkunden
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Title
Innovative Ansätze 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_8
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