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Funktionen und Rollen im Key Account Management

In: Neue Wege im Key Account Management

Author

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  • Oliver Büchel

    (Oliver Büchel Vertriebsberatung)

Abstract

Zusammenfassung Die Aufgaben des Key Account Managers werden vielfältiger denn je. Zunächst kommt es aber darauf an, dass Sie das passende Orga-Modell für Ihr Key Account Management wählen. Dies hängt wiederum davon ab, welche Schlüsselkunden Sie bereits haben bzw. welche Sie gewinnen möchten. Grundsätzlich ist es ratsam, den Key Account Managern eine hohe Verantwortung zu übertragen, damit diese auf Kundenseite als echte Kompetenz- und Entscheidungsträger wahrgenommen werden. Wer neues Personal im KAM-Umfeld sucht, sollte unbedingt neue Wege einschlagen und auf klassische Recruiting-Methoden verzichten.

Suggested Citation

  • Oliver Büchel, 2023. "Funktionen und Rollen im Key Account Management," Springer Books, in: Neue Wege im Key Account Management, chapter 0, pages 69-92, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-41850-2_4
    DOI: 10.1007/978-3-658-41850-2_4
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