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Erschienen in: Marketing Review St. Gallen 6/2015

01.12.2015 | Schwerpunkt

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

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

Erschienen in: Marketing Review St. Gallen | Ausgabe 6/2015

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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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Metadaten
Titel
Key Account Management: Selling? Providing Services? … Or Both?
verfasst von
Prof. Dr. Björn S. Ivens
Barbara Niersbach
Prof. Dr. Catherine Pardo
Publikationsdatum
01.12.2015
Verlag
Springer Fachmedien Wiesbaden
Erschienen in
Marketing Review St. Gallen / Ausgabe 6/2015
Print ISSN: 1865-6544
Elektronische ISSN: 1865-7516
DOI
https://doi.org/10.1007/s11621-015-0592-7