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Key Account Marketing & Key Account Selling

Key Account Marketing & Key Account Selling


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About the Book

Wie können die Geschäfte mit bestehenden Key Accounts erfolgreich ausgeweitet werden? Wie erkennt man die Potenzialfelder dafür? Welche strukturierten Vorgehensweisen gibt es dazu?

Antworten dazu liefert dieses fundierte und praxisorientierte Buch. Der Key-Account-Experte Hans Sidow beschreibt, wie die verantwortlichen Key Accounter systematisch zusätzliche Potenziale bei Bestandskunden erschließen: beispielsweise durch Cross-Selling, Sortimentserweiterung oder vielseitige und nutzenorientierte Kundenberatung. Er stellt hilfreiche Analyse-Werkzeuge und -Methoden vor und gibt direkt umsetzbare Strategietipps, wie Sie Geschäfte mit Key Accounts sichern und ausbauen und wie Sie den Kunden gegenüber argumentieren und Ihre eigene Leistung belegen können.


About the Author:

Dr. Hans Sidow ist einer der erfahrensten Berater für Key Account Management im deutschsprachigen Raum. Er entwickelte die Methoden des Key Account Management seit den 70er Jahren mit namhaften deutschen und internationalen Firmen. Sein erstes Buch zum Thema Key Account Management wurde als Klassiker der Management-Literatur ausgezeichnet.


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Product Details
  • ISBN-13: 9783658063542
  • Publisher: Springer Gabler
  • Publisher Imprint: Springer Gabler
  • Height: 210 mm
  • No of Pages: 149
  • Series Title: German
  • Sub Title: Wie Sie Ihr Geschäft Mit Schlüsselkunden Nachhaltig Sichern Und Ausbauen
  • Width: 148 mm
  • ISBN-10: 3658063548
  • Publisher Date: 14 Feb 2015
  • Binding: Paperback
  • Language: German
  • Returnable: Y
  • Spine Width: 9 mm
  • Weight: 258 gr


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