Excellence in key account management: the St. Gallen KAM concept
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English German |
| Veröffentlicht: |
München
mi
2010
|
| Ausgabe: | 2., updated and rev. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Literaturangaben |
| Beschreibung: | 348 S. Ill., graph. Darst. 25 cm |
| ISBN: | 9783868801125 |
Internformat
MARC
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| 003 | DE-604 | ||
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| 024 | 3 | |a 9783868801125 | |
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| 245 | 1 | 0 | |a Excellence in key account management |b the St. Gallen KAM concept |c Christian Belz ; Markus Müllner ; Dirk Zupancic. [Transl.: TransBuero, New Delhi, India. Ed.: Susan Curran] |
| 250 | |a 2., updated and rev. ed. | ||
| 264 | 1 | |a München |b mi |c 2010 | |
| 300 | |a 348 S. |b Ill., graph. Darst. |c 25 cm | ||
| 336 | |b txt |2 rdacontent | ||
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Datensatz im Suchindex
| DE-BY-863_location | 1000 |
|---|---|
| DE-BY-FWS_call_number | 1000/QP 621 B454(2) |
| DE-BY-FWS_katkey | 385335 |
| DE-BY-FWS_media_number | 083101177527 |
| _version_ | 1806174475704598528 |
| adam_text | CONTENTS PREFACE 9 PRACTICAL EXPERIENCES WITH THE ST. GALLEN KAM CONCEPT
13 1 SUCCESS WITH KEY ACCOUNTS 17 2 THE DEVELOPMENT OF KEY ACCOUNT
MANAGEMENT 23 2.1 KAM SINCE THE 1960S 25 2.2 PROFESSIONALIZATION OF
NATIONAL KAM PROGRAMS SINCE THE 1980S 25 2.3 INTERNATIONAL AND GLOBAL
KAM SINCE THE 1990S 26 2.4 SPECIALIZING AND PERFECTING KAM IN THE
PRESENT 27 3 THE ST. GALLEN KEY ACCOUNT MANAGEMENT CONCEPT 29 3.1 THE
KEY AND LOCK ANALOGY 30 3.2 TASKS FOR THE KEY ACCOUNT MANAGER AND
MANAGEMENT 31 4 SITUATIONAL KEY ACCOUNT MANAGEMENT 41 4.1 THE VERTICAL
STAGE OF SUPPLIER AND CUSTOMER 43 4.2 SUPPLIER AND CUSTOMER SECTORS:
BUSINESS-TO-BUSINESS AND BUSINESS-TO-CONSUMER 44 4.3 SUCCESS FOR
CUSTOMERS AND SUPPLIERS 45 4.4 NUMBER OF CUSTOMERS AND NUMBER OF
SUPPLIERS 45 4.5 CUSTOMER VALUES AND SUPPLIER VALUES, INCLUDING THE
STATUS OF THE COOPERATION 45 4.6 CUSTOMER PROCUREMENT STRATEGIES AND
PROCESSES, AND SUPPLIER MARKETING STRATEGIES AND PROCESSES 46 4.7 SIZE
OF THE ORGANIZATION AND RESOURCES 46 4.8 ORGANIZATION OF THE CUSTOMER
AND THE SUPPLIER 47 4.9 TYPE OF SERVICE AND SERVICE COMPLEXITY,
INCLUDING FORM AND STATUS OF COOPERATION 48 4.10 INTERNATIONALIZATION OF
CUSTOMER AND SUPPLIER 48 4.11 OVERVIEW OF DIFFERENT KAM SITUATIONS 49 5
KEY ACCOUNT MANAGEMENT ANALYSIS 5 BIBLIOGRAFISCHE INFORMATIONEN
HTTP://D-NB.INFO/1002627893 DIGITALISIERT DURCH CONTENTS 5.3 ANALYZE
COMPETENCIES 74 5.4 ANALYZE STRUCTURES AND RESPONSIBILITIES 76 5.5
IDENTIFY CRITERIA AND THRESHOLDS 78 6 STRATEGY, VISION, AND OBJECTIVES
IN COOPERATION WITH A KEY ACCOUNT 81 6.1 STRATEGIES WITH A KEY ACCOUNT
81 6.2 FORMULATE VISIONS FOR LONG-TERM COOPERATION WITH KEY ACCOUNTS 93
6.3 OBJECTIVES MAKE THE STRATEGY COMPREHENSIBLE 95 7 SERVICES FOR KEY
ACCOUNTS 99 7.1 TARGETING THE REQUIREMENTS OF KEY ACCOUNTS 99 7.2
CUSTOMER ADVANTAGE AS THE CORE CRITERION FOR KEY-ACCOUNT-SPECIFIC
SERVICES 100 7.3 STRATEGY TAILORED TO CUSTOMERS DETERMINES THE DESIGN OF
THE SERVICE PACKAGE 103 7.4 THE POLITICAL SERVICE PLAYGROUND FOR KAM 108
7.5 COMPILATION OF KEY-ACCOUNT-SPECIFIC SERVICE PACKAGES .... 118 7.6
SECURING RETURN SERVICES FROM KEY ACCOUNTS 121 8 PROCESSES AND
ACTIVITIES IN KEY ACCOUNT MANAGEMENT 127 8.1 ACTIVITIES TO FULFILL
CUSTOMER REQUIREMENTS 127 8.2 PROCESS MANAGEMENT AS A CONCEPTUAL AID 129
8.3 A PROCESS-ORIENTED APPROACH FOR KAM 130 8.4 THREE STEPS IN KAM 132
8.5 IDENTIFICATION OF THE PRECISE PROCESS FOR KAM 133 9 THE KEY ACCOUNT
MANAGEMENT TEAM 141 9.1 TEAMS: AN OUTDATED TOPIC IN MANAGEMENT THEORY?
141 9.2 THE COMPOSITION OF THE KAM TEAM 143 9.3 RESPONSIBILITIES IN THE
TEAM CONFIGURATION 147 9.4 TEAM CONFIGURATION FOR NEW KEY ACCOUNTS 148
9. CONTENTS 11.2 THE STRUCTURE OF A KEY ACCOUNT PLAN 169 11.3
FINE-TUNING OF THE KEY ACCOUNT PLAN 172 11.4 CREATION OF THE KEY ACCOUNT
PLAN 173 11.5 APPLICATION OF THE KEY ACCOUNT PLAN 176 11.6 SUCCESS
FACTORS IN KEY ACCOUNT PLANNING 177 12 STRATEGY IN ORGANIZATIONAL KAM
181 12.1 DEFINITION AND SELECTION OF KEY ACCOUNTS 181 12.2 KAM AS A
COMPONENT OF THE COMPANY STRATEGY 192 13 SOLUTIONS IN ORGANIZATIONAL KAM
199 13.1 KEY-ACCOUNT-SPECIFIC SERVICES IN THE SERVICE PORTFOLIO OF A
COMPANY 199 13.2 BASIC PREREQUISITES FOR SUCCESSFUL KEY ACCOUNT
SERVICES.... 209 14 SKILLS IN ORGANIZATIONAL KAM 215 14.1 PERSONAL
DEVELOPMENT FOR THE EMPLOYEES IN KAM 215 14.2 KAM FOCUS ON HUMAN
RESOURCE STRATEGY 228 15 STRUCTURES IN ORGANIZATIONAL KAM 239 15.1
IMPLEMENTATION OF KAM STRUCTURES 239 15.2 KAM FOCUS ON CORPORATE
STRUCTURE AND CULTURE 263 16 THE SCORECARD FOR ORGANIZATIONAL KAM 281
16.1 LEARNING AND KNOWLEDGE MANAGEMENT 281 16.2 KAM FOCUS ON THE
CORPORATE INTERNAL CONTROL AND REPORTING SYSTEM 289 17 CONCLUSION AND
OUTLOOK: COHERENT SYSTEMS FOR KEY ACCOUNT MANAGEMENT 293 17.1 RISKS IN
KAM 293 17.2 CHALLENGING ASPECTS OF KAM 302 17.3 FUTURE DEVELOPMENT
PERSPECTIVES 306 BIBLIOGRAPHY 315 FIGURE
|
| any_adam_object | 1 |
| author | Belz, Christian 1953- Müllner, Markus 1967- Zupancic, Dirk 1969- |
| author_GND | (DE-588)123463580 (DE-588)121223590 (DE-588)123384362 |
| author_facet | Belz, Christian 1953- Müllner, Markus 1967- Zupancic, Dirk 1969- |
| author_role | aut aut aut |
| author_sort | Belz, Christian 1953- |
| author_variant | c b cb m m mm d z dz |
| building | Verbundindex |
| bvnumber | BV036745074 |
| classification_rvk | QP 621 |
| ctrlnum | (OCoLC)682150703 (DE-599)DNB1002627893 |
| dewey-full | 658.812 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.812 |
| dewey-search | 658.812 |
| dewey-sort | 3658.812 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 2., updated and rev. ed. |
| format | Book |
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| id | DE-604.BV036745074 |
| illustrated | Illustrated |
| indexdate | 2024-08-01T10:50:08Z |
| institution | BVB |
| isbn | 9783868801125 |
| language | English German |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-020662463 |
| oclc_num | 682150703 |
| open_access_boolean | |
| owner | DE-19 DE-BY-UBM DE-12 DE-1043 DE-863 DE-BY-FWS DE-473 DE-BY-UBG |
| owner_facet | DE-19 DE-BY-UBM DE-12 DE-1043 DE-863 DE-BY-FWS DE-473 DE-BY-UBG |
| physical | 348 S. Ill., graph. Darst. 25 cm |
| publishDate | 2010 |
| publishDateSearch | 2010 |
| publishDateSort | 2010 |
| publisher | mi |
| record_format | marc |
| spellingShingle | Belz, Christian 1953- Müllner, Markus 1967- Zupancic, Dirk 1969- Excellence in key account management the St. Gallen KAM concept Kundengruppenmanagement (DE-588)4197319-7 gnd |
| subject_GND | (DE-588)4197319-7 |
| title | Excellence in key account management the St. Gallen KAM concept |
| title_alt | Spitzenleistungen im Key-Account-Management |
| title_auth | Excellence in key account management the St. Gallen KAM concept |
| title_exact_search | Excellence in key account management the St. Gallen KAM concept |
| title_full | Excellence in key account management the St. Gallen KAM concept Christian Belz ; Markus Müllner ; Dirk Zupancic. [Transl.: TransBuero, New Delhi, India. Ed.: Susan Curran] |
| title_fullStr | Excellence in key account management the St. Gallen KAM concept Christian Belz ; Markus Müllner ; Dirk Zupancic. [Transl.: TransBuero, New Delhi, India. Ed.: Susan Curran] |
| title_full_unstemmed | Excellence in key account management the St. Gallen KAM concept Christian Belz ; Markus Müllner ; Dirk Zupancic. [Transl.: TransBuero, New Delhi, India. Ed.: Susan Curran] |
| title_short | Excellence in key account management |
| title_sort | excellence in key account management the st gallen kam concept |
| title_sub | the St. Gallen KAM concept |
| topic | Kundengruppenmanagement (DE-588)4197319-7 gnd |
| topic_facet | Kundengruppenmanagement |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020662463&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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Inhaltsverzeichnis
Würzburg Zentralbibliothek Lesesaal
| Signatur: |
1000 QP 621 B454(2) |
|---|---|
| Exemplar 1 | ausleihbar Verfügbar Bestellen |