Key Account Management in Business-to-Business Markets: An Assessment of Its Economic Value
- ISBN-10
- 383509355X
- ISBN-13
- 9783835093553
- Category
- Business & Economics
- Pages
- 294
- Language
- English
- Published
- 2007-11-06
- Publisher
- Springer Science & Business Media
- Author
- Stefan Wengler
Description
Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.
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