Spitzenleistungen Im Key Account Management Das St Galler Kam Konzept Book PDF, EPUB Download & Read Online Free

Spitzenleistungen im Key Account Management

Spitzenleistungen im Key Account Management

Author: Christian Belz, Markus Müllner, Dirk Zupancic
Publisher: Vahlen
ISBN: 3800646439
Pages: 258
Year: 2015-02-12
Das kompakte Know-how für professionelles Key Account Management Jedes Unternehmen bedient attraktive, aber anspruchsvolle Großkunden. Entscheidend für den Verkaufserfolg ist nur die eigene Professionalität. Einerseits gilt es, die organisatorischen Voraussetzungen im Unternehmen zu schaffen. Anderseits gehen qualifizierte Key Account-Manager systematisch und mit Gespür vor. Die Neuauflage des bekannten und verbreiteten St. Galler KAM-Konzepts stützt sich dabei auf mehr als 10 Jahre Forschung und Praxiserfahrung mit zahlreichen Praxisbeispielen und konkreten Lösungen. Univ.-Prof. Dr. Christian Belz ist Ordinarius für Marketing an der Universität St. Gallen und Direktor am Institut für Marketing. Dr. Markus Müllner ist Geschäftsführer des Hörgeräteherstellers Sonetik Schweiz AG in Zürich. Prof. Dr. Dirk Zupancic ist Professor für Industriegütermarketing und Vertrieb sowie Präsident der German Graduate School of Management and Law in Heilbronn. „Es gilt eine Vielzahl komplexer Entscheidungen zu treffen, von der richtigen Auswahl der Key Accounts über das Entwickeln individueller Kundenstrategien bis hin zur effizienten Orchestrierung der benötigten Multi-Level-Ressourcen für die erfolgreiche Kundenbearbeitung. Das St.Galler KAM-Konzept integriert diese.“ Prof. Dr. Pius Baschera, Verwaltungsratspräsident der Hilti AG „Das Key Account Management eines Unternehmens sorgt für den Aufbau langfristiger Geschäftsbeziehungen in einem komplexen und immer stärker vernetzten Markt. Das Key Account Management-Team muss befähigt sein, in diesem Umfeld ein Geschäft aufzubauen, zu entwickeln, zu verfolgen und zu gewinnen, das für beide Seiten von Nutzen ist. Um diese Herausforderung zu meistern, ist ein systematischer Orientierungsrahmen erforderlich, welchen das St. Galler KAM-Konzept hervorragend geben kann.“ Fredy Portmann, Head of Large Enterprises, Swisscom Enterprise Customers
Key Account Management

Key Account Management

Author: Diana Woodburn, Malcolm McDonald
Publisher: John Wiley & Sons
ISBN: 0470974737
Pages: 496
Year: 2012-11-13
"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.
Key Account Management

Key Account Management

Author: Peter Cheverton
Publisher: Kogan Page Publishers
ISBN: 0749441690
Pages: 356
Year: 2004
With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Translated into five languages, it was also short-listed for Business Book of the Year in Sweden (2002). This new edition features: lots of new case studies; several new chapters; significant updates on Selecting Key Customers, Key Account plans and the use of IT; a new and updated CD ROM containing the Insight key account selection software and planning tools.
Excellence in Sales

Excellence in Sales

Author: Holger Dannenberg, Dirk Zupancic
Publisher: Springer Science & Business Media
ISBN: 3834987824
Pages: 233
Year: 2010-11-02
"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.
Excellence in Key Account Management

Excellence in Key Account Management

Author: Christian Belz, Markus Müllner, Dirk Zupancic
Publisher:
ISBN: 386880112X
Pages: 348
Year: 2010

Prozessmanagement im vertikalen Marketing

Prozessmanagement im vertikalen Marketing

Author: Dieter Ahlert, Stefan Borchert
Publisher: Springer-Verlag
ISBN: 3642572715
Pages: 354
Year: 2013-03-11
Verstärkte Kundenorientierung erfordert eine zunehmend engere Kooperation zwischen den Akteuren der Wertschöpfungskette. Das Buch vermittelt direkt umsetzbares Praxiswissen für ein effizientes, kundenorientiertes Management der stufenübergreifenden Marketingprozesse. Hier erhalten Entscheider das Know-how für die erfolgreiche Gestaltung und Umsetzung von ECR-Kooperationen.
Customer Relationship Management

Customer Relationship Management

Author: V. Kumar, Werner Reinartz
Publisher: Springer Science & Business Media
ISBN: 3642201091
Pages: 379
Year: 2012-04-30
Customer relationship management (CRM) as a strategy and as a technology has gone through an amazing evolutionary journey. The initial technological approach was followed by many disappointing initiatives only to see the maturing of the underlying concepts and applications in recent years. Today, CRM represents a strategy, a set of tactics, and a technology that have become indispensible in the modern economy. This book presents an extensive treatment of the strategic and tactical aspects of customer relationship management as we know it today. It stresses developing an understanding of economic customer value as the guiding concept for marketing decisions. The goal of the book is to serve as a comprehensive and up-to-date learning companion for advanced undergraduate students, master's degree students, and executives who want a detailed and conceptually sound insight into the field of CRM.
Strategic Marketing

Strategic Marketing

Author: Torsten Tomczak, Sven Reinecke, Alfred Kuss
Publisher: Springer
ISBN: 3658184175
Pages: 253
Year: 2017-09-15
Dieses Lehrbuch führt in verständlicher, systematischer und knapper Form in die Problemfelder der Marketingplanung ein. Sowohl die Marketingplanung auf der Unternehmens- und Geschäftsfeldebene als auch die Planung des Marketing-Mix werden behandelt. Mit Hilfe von zahlreichen kurzen Fallbeispielen werden wesentliche Aspekte des Inhaltes veranschaulicht. Die Autoren haben in der 7. Auflage alle Kapitel überarbeitet und diverse neue Praxisbeispiele aufgenommen. Bei der Markenführung wurden einige Grundlagen ergänzt.
Process Innovation: Enabling Change by Technology

Process Innovation: Enabling Change by Technology

Author: Daniel R. A. Schallmo, Leo Brecht, Bujar Ramosaj
Publisher: Springer
ISBN: 3662565552
Pages: 208
Year: 2018-05-10
This management manual and textbook introduces the theoretical basics of process management and provides a procedural model for process innovation. The procedural model makes it possible to develop customer-oriented processes in a structured manner and to design them in order to meet changing requirements. This textbook has been recommended and developed for university courses in Germany, Austria and Switzerland. This book enables readers to understand and apply the seven phase procedural model for process innovation in order to design and implement innovative processes. Exercises and review questions test understanding of the theoretically acquired knowledge.
Key Account Management in Osteuropa. Neue Herausforderungen für die Betreuung von Schlüsselkunden

Key Account Management in Osteuropa. Neue Herausforderungen für die Betreuung von Schlüsselkunden

Author: Thomas Axmann, Nico Strenge
Publisher: GRIN Verlag
ISBN: 3638510581
Pages: 69
Year: 2006-06-16
Studienarbeit aus dem Jahr 2004 im Fachbereich BWL - Marketing, Unternehmenskommunikation, CRM, Marktforschung, Social Media, Note: 1,25, Hamburger Universität für Wirtschaft und Politik (Universität Hamburg), Veranstaltung: Internationales Marketing, 25 Quellen im Literaturverzeichnis, Sprache: Deutsch, Abstract: In den letzten Jahren gelangten immer mehr Manager zu der Einsicht, dass die Kunden einen wesentlichen Teil der Vermögenswerte einer Unternehmung darstellen. Zweifelsohne hat der gesamte Kundenstamm eine außerordentliche Bedeutung für den Erfolg eines Unternehmens. Dass unter den Kunden jedoch nicht alle gleich viel zählen, ist allerdings ein offenes Geheimnis. Ausnahmslos findet man in jedem Tätigkeitsfeld, jeder Branche ‚wichtige’ und ‚weniger wichtige’ Kunden. Gemäß des populären ‚Pareto-Prinzips’, nach dem ca. 20% der Kunden in etwa 80% des Umsatzes erbringen, kann es sich ein Unternehmen nicht leisten, seine ‚wichtigen’ Kunden zu verlieren. Mit diesen, auch als ‚Schlüsselkunden’ bezeichneten Abnehmern, steht und fällt der Unternehmenserfolg. Im angelsächsischen Sprachraum hat sich hierfür der Begriff ‚Key Accounts’ gebildet, welcher wörtlich übersetzt so viel wie ‚Schlüsselkonten’ bedeutet. Diese, auf den ersten Blick etwas verwirrende begriffliche Abweichung, ergibt sich aus der Tatsache, dass Firmen Konten über Umsätze mit Kunden führen. Aus diesem Grund wird der Begriff ‚Account’ synonym für den Kunden verwendet. Im Laufe der Zeit hat sich die englische Variante international durchgesetzt und kommt auch in Deutschland vorrangig zur Anwendung. Da die ‚Key Accounts’ mit einem durchschnittlichen Umsatzanteil von 80% den größten zusammenhängenden Vermögenswert eines Unternehmens darstellen, ist es nun das Ziel einer jeden Geschäftsleitung, diese Schlüsselkundschaft langfristig an die Firma zu binden, um ihren Fortbestand und ihre Wettbewerbsfähigkeit langfristig zu sichern. Man benötigt im Business-to-Business-Geschäft also irgendetwas, was diesen Kunden die Geschäftsbeziehung so attraktiv wie möglich erscheinen lässt, um sie sprichwörtlich bei der Stange zu halten. Eine gezielte Großkundenbetreuung in Form eines, in die klassischen Führungsstrukturen integrierten Managementkonzepts, könnte hier Abhilfe schaffen. Ein derart umfangreiches und strukturiertes Konzept nennt man ‚Key Account Management’ (KAM), das im Wesentlichen den Gegenstand dieser Hausarbeit bildet. Zwar wurden Schlüsselkunden schon immer intensiver betreut als Normal- bzw. Kleinkunden, soll heißen, KAM ist keineswegs etwas fundamental neues. Jedoch kann man die wichtigen Kunden heutzutage nur noch mit einer solch systematischen und komplexen Vorgehensweise zufrieden stellen.
Key Account Plans

Key Account Plans

Author: Lynette Ryals, Malcolm McDonald
Publisher: Routledge
ISBN: 1136390650
Pages: 408
Year: 2010-05-14
To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver- * Clear descriptions of the various techniques and the reason for their importance * A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans * Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text.
Managing Marketing

Managing Marketing

Author: Thomas V. Bonoma
Publisher: Simon and Schuster
ISBN: 0029037204
Pages: 522
Year: 1984

Bosch Automotive Electrics and Automotive Electronics

Bosch Automotive Electrics and Automotive Electronics

Author: Robert Bosch GmbH
Publisher: Springer Science & Business Media
ISBN: 3658017848
Pages: 521
Year: 2013-09-24
This is a complete reference guide to automotive electrics and electronics. This new edition of the definitive reference for automotive engineers, compiled by one of the world's largest automotive equipment suppliers, includes new and updated material. As in previous editions different topics are covered in a concise but descriptive way backed up by diagrams, graphs, photographs and tables enabling the reader to better comprehend the subject. This fifth edition revises the classical topics of the vehicle electrical systems such as system architecture, control, components and sensors. There is now greater detail on electronics and their application in the motor vehicle, including electrical energy management (EEM) and discusses the topic of inter system networking within the vehicle. It also includes a description of the concept of hybrid drive a topic that is particularly current due to its ability to reduce fuel consumption and therefore CO2 emissions.This book will benefit automotive engineers and design engineers, automotive technicians in training and mechanics and technicians in garages. It may also be of interest to teachers/ lecturers and students at vocational colleges, and enthusiasts.​
Tiles in a multilingual mosaic

Tiles in a multilingual mosaic

Author: Michael G. Clyne, Sandra Kipp
Publisher: Not Avail
ISBN:
Pages: 150
Year: 2006
Human history has been characterised by the movement of peoples from one part of the world to another. The current tendency towards globalisation has accentuated this movement. While the proliferation of economic ties and the speed of travel and communication have made the world a much smaller place, any particular location within the world is now faced with an increasing degree of contact between cultures and languages. Migrating people bring with them languages in various stages of planning, with differing status and with differing relationships to their personal and group identity. The present study explores the ways in which three immigrant communities have adjusted and adapted to a new setting in Australia , and the ways in which the host community has contributed to this process. It focuses specifically on the ways in which patterns of language use contribute to the maintenance of a pre-migration identity and/or the negotiation of a new one. The languages chosen for this research are Macedonian, Filipino/Tagalog and Somali.
NEFF 1977-97

NEFF 1977-97

Author: Nationaler Energie-Forschungs-Fonds
Publisher: vdf Hochschulverlag AG
ISBN: 372812592X
Pages: 363
Year: 1997