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Erschienen in: Marketing Review St. Gallen 6/2015

01.12.2015 | Schwerpunkt

Kundenstatus im Vertrieb: Dos and Don’ts

verfasst von: Dr. Hauke Wetzel, Dipl.-Kfm. Sebastian Klein, Prof. Dr. Maik Hammerschmidt

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

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Trotz der gängigen Differenzierung von Kunden nach ihrer Wichtigkeit für den Vertrieb fehlt es oft an Wissen zum Management des hieraus entstehenden Kundenstatus. Dieser Beitrag identifiziert zentrale Herausforderungen von Statushierarchien und zeigt, wie deren Potenziale voll ausgeschöpft werden können. …
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Metadaten
Titel
Kundenstatus im Vertrieb: Dos and Don’ts
verfasst von
Dr. Hauke Wetzel
Dipl.-Kfm. Sebastian Klein
Prof. Dr. Maik Hammerschmidt
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/s11621-015-0584-7