Key Account Management : Selling? Providing Services?... Or Both? | Ivens, Björn Sven
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Key Account Management : Selling? Providing Services?... Or Both?

in Marketing Review St. Gallen, 32 (6)

ISSN : 1865-7516

Ivens, Björn Sven ; Niersbach, Barbara ; Pardo, Catherine (19..-....)

Voir la revue «Marketing Review St. Gallen»

Key account managers’ mission should not be limited to classical sales. Rather, they should be seen and see themselves as service providers both towards their customer firm and inside their own firm. We illustrate this conception using case study material from a large industrial firm.


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