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Neue Wege Im Key Account Management

Neue Wege Im Key Account Management


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About the Book

Das Buch ist ein praxisorientierter Leitfaden, um das etablierte Vertriebskonzept Key Account Management erfolgreich auf die mittlerweile völlig veränderten Rahmenbedingungen im Sales-Umfeld anzupassen. Dabei ist es wichtig, nicht nur die strategischen Aspekte zu berücksichtigen, sondern dass ein moderner Schlüsselkunden-Ansatz auch im taktischen Vertrieb zur erfolgreichen Umsetzung kommt. Somit ist das Buch nicht nur für Manager und Führungskräfte, sondern für alle im Vertrieb tätigen Menschen interessant, auch wenn die entsprechende Berufsbezeichnung KAM (noch) nicht auf der Visitenkarte steht.

Das Key Account Management gilt zurecht seit Jahrzehnten als eines der wichtigsten Sales-Modelle überhaupt und hat sich in der Praxis bewährt. Der KAM-Ansatz sorgt für eine klare Fokussierung auf die Kunden, die mittel- bis langfristig hohe Erträge garantieren und effiziente Vertriebsprozesse ermöglichen. Ein modern ausgerichtetes Key Account Management muss sich allerdings dem längst erfolgten Paradigmenwechsel im Vertrieb anpassen.

Autor Oliver Büchel gilt als ausgewiesener Experte mit sehr viel Praxiserfahrung im Key Account Management von Top-Unternehmen. In diesem Buch verknüpft er anerkannte Methoden mit neuen und innovativen Vorgehensweisen. Dabei geht es nicht nur um die Weiterentwicklung von bestehenden Key Accounts, sondern auch um die Gewinnung neuer strategischer Kunden mit hohem Kundenwert.


About the Author:

Oliver Büchel ist einer der führenden Experten für lösungsorientierten B2B-Vertrieb. Er hat langjährige Erfahrungen in der Gewinnung und Weiterentwicklung von Schlüsselkunden. Das Key Account Management hat er von der Pike auf gelernt, angefangen mit seiner Diplomarbeit im KAM der Robert Bosch GmbH über viele Stationen als Key Account Manager renommierter Unternehmen wie adidas oder Deutsche Börse Group bis hin zur strategischen KAM-Umsetzung als Vertriebsleiter. Seit 2011 gibt Oliver Büchel sein Vertriebswissen als freiberuflicher Vertriebscoach, zertifizierter Verkaufstrainer und Fachbuchautor weiter.


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Product Details
  • ISBN-13: 9783658418496
  • Publisher: Springer Fachmedien Wiesbaden
  • Publisher Imprint: Springer Gabler
  • Height: 244 mm
  • No of Pages: 168
  • Spine Width: 14 mm
  • Weight: 467 gr
  • ISBN-10: 3658418494
  • Publisher Date: 10 Nov 2023
  • Binding: Paperback
  • Language: German
  • Returnable: Y
  • Sub Title: Schlüsselkunden Fokussiert Gewinnen Und Entwickeln
  • Width: 170 mm


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