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Published in: Marketing Review St. Gallen 6/2015

01-12-2015 | Schwerpunkt

Key Account Management: Selling? Providing Services? … Or Both?

Authors: Prof. Dr. Björn S. Ivens, Barbara Niersbach, Prof. Dr. Catherine Pardo

Published in: Marketing Review St. Gallen | Issue 6/2015

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Excerpt

Key account managers’ mission should not be limited to classical sales. Rather, they should be seen and see themselves as service providers both towards their customer firm and inside their own firm. We illustrate this conception using case study material from a large industrial firm. …
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Metadata
Title
Key Account Management: Selling? Providing Services? … Or Both?
Authors
Prof. Dr. Björn S. Ivens
Barbara Niersbach
Prof. Dr. Catherine Pardo
Publication date
01-12-2015
Publisher
Springer Fachmedien Wiesbaden
Published in
Marketing Review St. Gallen / Issue 6/2015
Print ISSN: 1865-6544
Electronic ISSN: 1865-7516
DOI
https://doi.org/10.1007/s11621-015-0592-7