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Key Account Management in Business-to-Business Markets - An Assessment of Its Economic Value (Paperback, 2006 ed.): Prof Dr... Key Account Management in Business-to-Business Markets - An Assessment of Its Economic Value (Paperback, 2006 ed.)
Prof Dr Michael Kleinaltenkamp; Stefan Wengler
R1,521 Discovery Miles 15 210
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Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.

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