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Innovative Ansätze im Key Account Management

In: Neue Wege im Key Account Management

Author

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  • Oliver Büchel

    (Oliver Büchel Vertriebsberatung)

Abstract

Zusammenfassung Insbesondere im Key Account Management sollten Sie nicht jeden Hype weiterverfolgen. Vielfach liegen echte Innovationen eher in den Werten und der Art und Weise, wie Sie Ihren bestehenden und auch neuen Schlüsselkunden gegenübertreten. Hardselling und Druckverkauf haben im Key Account Management nichts zu suchen. Stattdessen kommt es darauf an, neuen Vertriebsansätze wie Hybrid oder Social Selling behutsam in das bestehende KAM-Konzept zu integrieren. Intuitions- und Improvisationsvermögen sind im Key Account Management mehr denn je gefragt, wenn es darum geht, zeitgemäß vorzugehen.

Suggested Citation

  • Oliver Büchel, 2023. "Innovative Ansätze im Key Account Management," Springer Books, in: Neue Wege im Key Account Management, chapter 0, pages 209-227, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-41850-2_8
    DOI: 10.1007/978-3-658-41850-2_8
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