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Key Account Management ganzheitlich betrachtet

In: Neue Wege im Key Account Management

Author

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  • Oliver Büchel

    (Oliver Büchel Vertriebsberatung)

Abstract

Zusammenfassung Im Key Account Management klaffen Anspruch und Realität oftmals auseinander. Häufig hängt das damit zusammen, dass das Thema nicht richtig aufgesetzt und mit Vertrieb gleichgesetzt wird. Im KAM-Umfeld lohnt es sich, genauer hinzuschauen. Das geht schon mit den Anforderungsprofilen für die entsprechenden Jobprofile los und endet bei der sehr wichtigen Definition, welche Kriterien für einen Schlüsselkunden angesetzt werden. Außerdem ist es wichtig, dass Sie Konzepte parat haben, wie Ihre B- und C-Kunden betreut werden. Wer den ganzheitlichen KAM-Ansatz verfolgt, sollte genau darauf achten, in welchen Abteilungen auch außerhalb des Vertriebs die Key Accounts besondere Vorzüge genießen.

Suggested Citation

  • Oliver Büchel, 2023. "Key Account Management ganzheitlich betrachtet," Springer Books, in: Neue Wege im Key Account Management, chapter 0, pages 17-56, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-41850-2_2
    DOI: 10.1007/978-3-658-41850-2_2
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