What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople

Author:

Hengstebeck Berenika B.,Kassemeier Roland,Wieseke Jan

Publisher

Elsevier BV

Subject

Marketing

Reference118 articles.

1. Customer–supplier partnerships: Perceptions of a successful key account management program;Abratt;Industrial Marketing Management,2002

2. High touch through high tech: The impact of salesperson technology usage on sales performance via mediating mechanisms;Ahearne;Management Science,2008

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5. Why major account selling works;Barrett;Industrial Marketing Management,1986

Cited by 3 articles. 订阅此论文施引文献 订阅此论文施引文献,注册后可以免费订阅5篇论文的施引文献,订阅后可以查看论文全部施引文献

1. Towards an integration of corporate foresight in key account management;Industrial Marketing Management;2024-07

2. Multilevel Value Co-Creation Within Key Accounts;Journal of Service Research;2024-03-05

3. Personal-selling and sales-management abstracts;Journal of Personal Selling & Sales Management;2023-04-03

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