Der Geschäftskundenmarkt unterlag in den letzten Jahren starken Veränderungen. Durch die Globalisierung verstärkte sich der Wettbewerb, wobei sich gleichzeitig die Anzahl der Kunden reduzierte. Der einzelne große Kunde bekommt somit mehr Bedeutung für den Anbieter. Moderne Kommunikationstechnologien ermöglichen es Käufern sich in kürzester Zeit über die Angebote am Markt zu informieren, Leistungen und Preise zu vergleichen und diese Informationen als Druckmittel gegen die Lieferanten einzusetzen. Dieses Umfeld erfordert mehr vertrieblichen Einsatz um die profitabelsten Kunden am Markt gewinnen und halten zu können, daher setzen Unternehmen zunehmend auf gezielte Programme zur vertrieblichen Betreuung ihrer Schlüsselkunden. Diese neue Art des Vertriebs muss sich neuen Herausforderungen stellen. Für die Unternehmen stellt sich die Frage, wie sie diesen Herausforderungen am besten begegnen. Das vorliegende Werk stellt die Bedeutung und Aufgaben des Key Account Managements im Vertrieb dar und in Folge ein Modell, um anhand der vertrieblichen, organisatorischen und personellen Erfolgsfaktoren den Entwicklungsgrad einer Key Account Management Organisation bestimmen zu können.
Wie koennen die Geschaefte mit bestehenden Key Accounts erfolgreich ausgeweitet werden? Wie erkennt man die Potenzialfelder dafuer? Welche strukturierten Vorgehensweisen gibt es dazu?Antworten dazu liefert dieses fundierte und praxisorientierte Buch. Der Key
Diploma Thesis from the year 2008 in the subject Business economics - Economic Policy, grade: 2.0, University of Osnabrück (Fachbereich Außenwirtschaft), 90 entries in the bibliography, language: English, abstract: During the recent decades, many countries decided to get access to international financial markets by liberalizing their capital accounts. As we will see in this paper, the issues of liberalization are very complex. Many different areas like, for example, growth, inflation or the labor market are affected by it. For some areas, empirical research supports theory and delivers sustainable and significant results. For others, theory is inconsistent or not supported by evidence from the real world. Some special ones, like for instance welfare or productivity, even show that it is important to split up the results to see whose welfare is increased or whichs branch productivity is affected. Another interesting point is the connection between crises and capital account liberalization. Due to the financial crises that occurred in the aftermath of liberalization the concept has been controversially debated by academics for a long time. The real connection between these two issues is not yet clear. The structure of this paper is as follows. Section 2 will give short case studies of countries that liberalized their capital account. Section 3 is meant to endow the reader with some basic tools that will be important for the understanding of the concepts that will be presented later on in this paper. This includes definitions and conceptual ideas about measuring capital account liberalization. Section 4 focuses on the theory and empirical findings. In that section, the effects of liberalization on various macroeconomic variables will be presented. Section 5 follows the thoughts of the prior one by having a look at the implications that can be concluded from the theoretical and empirical findings that have been presented in the prior chapter. Section 6 discusses capital account liberalization with respect to the role the IMF played concerning its promotion. This section will also discuss the development of the Funds stance towards liberalization. Section 7 will conclude.
If you buy a new BMW you may be surprised as much by the owner´s manual as by the car itself. Thin, personalized, and containing information only on the features you have selected in the language you speak, it is the result of a year´s collaboration with Xerox that has radically improved the product and decimated costs. It is just one example of the new organizational structures and processes being developed at leading companies to serve the global marketplace. As firms realize that dealing with global customers is not simply an extension of key account management, their most common response is to launch a formal global account management initiative. Done well this is powerful and effective; however without proper planning it can spell disaster. Drawing on widely accepted ´key success factors´ for global account management as well as new elements revealed by their research, David Hennessy and Jean-Pierre Jeannet redefine the process global account management around the premise that sustainable value springs only from an expert understanding of the customer´s industry, its structure and its strategy. The book covers all critical aspects of the topic (the planning process, account selection, team building, executive support, global IT requirements, compensation structures and more) and draws on interviews with top global account managers at leading companies including IBM, Cable and Wireless, Siemens, HP, Guinness, Cisco, and Procter & Gamble.
To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver- Clear descriptions of the various techniques and the reason for their importance A hugely powerful step by step approach to using the key techniques to build strategic skills Templates for building real plans Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text. As author of the hugely successful Marketing Plans (now in it´s 6th edition) McDonald has proved himself one of the world´s leading business authors- working here with Professor Lynette Ryals they have produced the authoritative guide to this crucial area of business to business marketing. Carefully constructed step by step approach allows the reader to build strategic thinking, and highly developed templates allow real world planning. The use of key cases and examples illustrate best practice in action and allow the authors to demonstrate the power of their strategic approach to drive profitability across all industry sectors.
Excerpt from Short Account Peter Gardiner: Reprinted From John Churchman´s Journal, With Whittier´s Poem, the Quaker of the Olden Time Next morning at parting, John Richardson asked him how he was prepared for mone telling him the journey was long. Peter answered, I have enough, my Master told me I should not want, and a bit of bread, and some water from a brook, refreshes me as much as a set meal at a table. John insisted to see how much money he had, which was but two half-crowns; upon which John took a handfull of small pieces out of his pocket, and forced Peter to take them, telling him it was as free to him as his own, for so the Lord had put it into his heart. Thus they parted, John and the other Friend returning home. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.