Роль команд по ключевым продажам в отношениях поставщик-покупатель

Арнетт Деннис Б.; Мэси Бэрри А.; Уилкокс Джеймс Б.

Отношения между командой по ключевым продажам и покупателем;

Роль команд по ключевым продажам в отношениях "поставщик – покупатель";

Конкурентная модель;

Метод исследования;

Анализ и результаты;

Гипотетическая модель;

Обсуждение;

Управление маркетингом Партнерство

Клиентинг Система взаимоотношений с клиентами

Ключевые слова: работа с ключевыми клиентами, команда по ключевым продажам, партнерские отношения покупателя с поставщиком

Аннотация

Работа с ключевыми клиентами (КАМ) (Key account management - KAM), заключающаяся в выборе наиболее крупных и важных клиентов и предоставлении им особого уровня обслуживания в сферах маркетинга, администрирования и сервиса, становится значимым компонентом маркетинговой стратегии многих организаций. Читайте об этом в статье.

Журнал: «Управление продажами» — №4, 2007 (© Издательский дом Гребенников)

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Арнетт Деннис Б.

Доктор философии Техасского технического университета адъюнкт-профессор маркетинга бизнес-колледжа им. Роулза (США).

Мэси Бэрри А.

Доктор философии Государственного университета Огайо, профессор планирования организационного процесса бизнес-колледжа им. Роулза и Техасского технического университета (США).

Уилкокс Джеймс Б.

Doctor of Business Administration университета Индианы, профессор маркетинга бизнес-колледжа им. Роулза и Техасского техническогой университета (США).

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