Performance Measurement: with Emphasis on Key Account Management - René Blakolmer - Boeken - AV Akademikerverlag - 9783639677614 - 24 november 2014
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Performance Measurement: with Emphasis on Key Account Management

René Blakolmer

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Performance Measurement: with Emphasis on Key Account Management

Nowadays, companies are facing tremendous challenges, due to highly competitive pressure and increasing customer requirements. In order to gain higher customer retention and loyalty, B2B companies are using the strategic marketing or distribution instrument ?Key Account Management?. Key accounts receive a special treatment by companies. Of course, additional costs occur. Now the question is, how a company can prove that the implementation of Key Account Management is profitable. The English term for this process is ?Performance Measurement?. Thus, a suitable concept for the usage in Key Account Management is essential. First of all, this book contains a general description of Key Account Management in order to spot the need for the use of Performance Measurement. Of course, also Performance Measurement is specified and a special focus is put on various concepts fitting to Key Account Management. Furthermore, emphasis was placed on the difference of Performance Measurement in Global Account Management. Finally, the proposed performance measurement instrument and the most appropriate key performance indicators for the application in Key Account Management are pointed out.

Media Boeken     Paperback Book   (Boek met zachte kaft en gelijmde rug)
Vrijgegeven 24 november 2014
ISBN13 9783639677614
Uitgevers AV Akademikerverlag
Pagina's 104
Afmetingen 6 × 150 × 220 mm   ·   163 g
Taal en grammatica Engels