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Taktische Umsetzung des Key Account Managements

In: Neue Wege im Key Account Management

Author

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  • Oliver Büchel

    (Oliver Büchel Vertriebsberatung)

Abstract

Zusammenfassung Die erfolgreiche Umsetzung ist mindestens genauso wichtig wie die strategische Ausrichtung von Key Account Management. Dazu ist es erforderlich, die Besonderheiten im Umgang mit Schlüsselkunden zu kennen. Dem Buying-Center kommt in diesem Zusammenhang eine hohe Bedeutung zu. Außerdem sollten Sie darauf achten, die Vertriebsprozesse nicht nur als Einbahnstraße, sondern in Form eines Kreislaufmodells zu gestalten. Wer mit Key Accounts zu tun hat, muss darüber hinaus wissen, worauf es im Umgang mit professionellen Einkaufsorganisationen ankommt und was bei Ausschreibungen zu beachten ist. Das Beherrschen des Customer Relation Managements ist bei der taktischen Umsetzung besonders relevant.

Suggested Citation

  • Oliver Büchel, 2023. "Taktische Umsetzung des Key Account Managements," Springer Books, in: Neue Wege im Key Account Management, chapter 0, pages 93-169, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-41850-2_5
    DOI: 10.1007/978-3-658-41850-2_5
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