Choose an application

• Reference Manager
• EndNote
• RefWorks (Direct export to RefWorks)

The classic sales guide that shows you how to team with buyers and boost your own profits.

Selling. --- Selling --- Key accounts. --- Key accounts in selling --- Salesmanship --- Salesmen and salesmanship --- Business --- Retail trade --- Advertising --- Marketing --- Sales promotion --- Key accounts

Choose an application

• Reference Manager
• EndNote
• RefWorks (Direct export to RefWorks)

Marketing --- Selling --- Relationship marketing. --- Industrial marketing --- Key accounts. --- Management. --- Relationship marketing --- Customer relations --- Key accounts in selling --- Key accounts in marketing --- National accounts marketing --- Customer services --- Key accounts --- Management --- E-books

Choose an application

• Reference Manager
• EndNote
• RefWorks (Direct export to RefWorks)

In times of fierce competition in business-to-business markets strong and economically sound business relationships with a company's customers rank among the main success factors. As a well established marketing management conception, key account management is of particular significance in this context. Interestingly enough, empirical research studies have recently proved that relationship marketing, and particularly key account management, does not achieve the economic value originally expected. 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, the author gives a comprehensive overview on the key account management conception and its controlling tools.

Consumers --- Marketing --- Selling --- Transaction costs --- Management. --- Key accounts. --- Cost --- Externalities (Economics) --- Right of property --- Key accounts in selling --- Key accounts in marketing --- National accounts marketing --- Customer services --- Customers (Consumers) --- Shoppers --- Persons --- Marketing. --- Consumer goods --- Domestic marketing --- Retail marketing --- Retail trade --- Industrial management --- Aftermarkets