Home > Society & social sciences > Education > History of education > Key Account Management in Osteuropa: Schlüsselkundenbetreuung in ausgewählten osteuropäischen Ländern
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Key Account Management in Osteuropa: Schlüsselkundenbetreuung in ausgewählten osteuropäischen Ländern

Key Account Management in Osteuropa: Schlüsselkundenbetreuung in ausgewählten osteuropäischen Ländern

          
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About the Book

Das vorliegende Buch beschäftigt sich mit dem Thema des 'Key Account Managements im internationalen Umfeld'. Die Studie basiert sowohl auf theoretischen Grundlagen, die in der Literatur zu finden sind, als auch auf praktische Vertriebserfahrungen des Autors in den Ländern Russland, Rumänien, Tschechische Republik, Slowakei, Polen, Bulgarien und dem Baltikum. Key Account Management findet nicht mehr nur auf nationaler Ebene statt. Aufgrund einer immer stärker werdenden internationalen Ausrichtung der Unternehmen (Geschäftskunden) gen Osteuropa, überträgt sich zwangsläufig diese internationale Organisation auch auf die Lieferanten und erfordert eine Neuausrichtung bestehender Strukturen. Dieses hat ebenfalls zur Folge, dass interne strategische und operative Entscheidungen getroffen werden müssen. Wegen der Internationalisierung der Schlüsselkunden muss das Key Account Management dieser Entwicklung Rechnung tragen und sollte schon geschehen, bevor die Organisationsstrukturen des Kunden dies faktisch erzwingen. Die Lieferanten sehen sich neuen Herausforderungen ausgesetzt, die teilweise mit den bisherigen Mitteln und Mitarbeitern nicht mehr umzusetzen sind und im Rahmen des Managements der Beziehungen analysiert und berücksichtigt werden sollten. Das vorrangige Ziel dieser Studie ist es, die interkulturelle Vielfalt der einzelnen osteuropäischen Länder genauer zu analysieren, um diese besser in den Alltag eines Key Account Managers und gleichzeitig der Unternehmung einfließen zu lassen. Weiterhin sollen praktische und theoretische Lösungsansätze aufgezeigt werden. Nach einer kurzen Einleitung wird Näheres über die Untersuchungsmethode vermittelt. In Teil 2 werden die Begrifflichkeiten des Key Account Management (KAM) erläutert und die zwingende Implementierung eines Key Account Managements erörtert. Es wird das Grundkonzept des KAM und die Aufgaben des KA-Managers erläutert. Teil 3 setzt sich mit der Einteilung der Schlüsselkunden nach dem jeweiligen Kundenwert auseina
About the Author: Claudiu Fischer, wurde 1969 geboren. Sein Studium des Bauingenieurwesens schloss der Autor 2000 an der Fachhochschule Hildesheim mit dem akademischen Grad Dipl. Ing. Bauingenieur ab. Nach dem Studium sammelte der Autor umfassende praktische Erfahrungen im internationalen Vertrieb von bauchemischen Produkten. Fasziniert von den ungeahnten vertrieblichen Möglichkeiten im osteuropäischen Markt begann der Autor ein Studium an der University of Applied Science in Kaiserslautern und studierte neben seinen beruflichen Tätigkeiten Wirtschaftsingenieurwesen. Dieses Studium schloss er 2008 mit dem akademischen Grad Dipl. Ing. Wirtschaftsingenieurwesen ab.


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Product Details
  • ISBN-13: 9783954256525
  • Publisher: Disserta Verlag
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Sub Title: Schlüsselkundenbetreuung in ausgewählten osteuropäischen Ländern
  • Width: 178 mm
  • ISBN-10: 3954256525
  • Publisher Date: 28 Aug 2014
  • Height: 254 mm
  • No of Pages: 170
  • Spine Width: 9 mm
  • Weight: 308 gr


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