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Die Rolle des SAM

In: Kollaborative Wertschöpfung mit strategischen Kunden

Author

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  • Elisabeth Cornell

Abstract

Zusammenfassung Die Rolle der Strategischen Account Manager (SAMs) besteht darin, die Geschäftsziele einer kundenorientierten Strategie auf Unternehmensebene zu realisieren. Sie sollen einen wesentlichen Beitrag leisten, die Zukunft Ihres Unternehmens mit langfristigem Wachstum und steigender Rentabilität zu sichern. Daher müssen die Anforderungen an die Position der SAMs und ihre Kompetenzen, Fähigkeiten und Eigenschaften direkt mit diesen Zielen verbunden werden und übereinstimmen. Um zu verstehen, was in einer SAM-Organisation benötigt wird, ist es unerlässlich, diese Ausrichtung in Bezug auf eine C-Level-Strategie und nicht auf eine Vertriebsstrategie zu verstehen. Darum geht es in diesem Kapitel.

Suggested Citation

  • Elisabeth Cornell, 2022. "Die Rolle des SAM," Springer Books, in: Bernard Quancard & Gerhard Herold (ed.), Kollaborative Wertschöpfung mit strategischen Kunden, chapter 13, pages 159-180, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-91229-1_13
    DOI: 10.1007/978-3-030-91229-1_13
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