Sie sind bereits eingeloggt. Klicken Sie auf 2. tolino select Abo, um fortzufahren.
Bitte loggen Sie sich zunächst in Ihr Kundenkonto ein oder registrieren Sie sich bei bücher.de, um das eBook-Abo tolino select nutzen zu können.
The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained.
The main goal of this book is explaining which customers create value for suppliers and thereby realizes a better understanding of how suppliers can improve their revenue for value proposition and value creation in industrial markets. Two studies examine customer characteristics which moderate the relationship between supplier behavior and sales performance. The results support companies to identify and target customer contact persons and companies who show higher potential to create future value to the supplier and, therefore, should be approached and maintained.
David Beirau works as a sales specialist for a global distributor and manufacturer of laboratory products.
Inhaltsangabe
Customer Relationship Management.- Organizational Buying.- Relationship Value.- Reasoning of Customers to Provide Value.- Study 1: Opportunity Management.- Study 2: Value Management.- Limitations and Managerial Implications.
Customer Relationship Management.- Organizational Buying.- Relationship Value.- Reasoning of Customers to Provide Value.- Study 1: Opportunity Management.- Study 2: Value Management.- Limitations and Managerial Implications.
Customer Relationship Management.- Organizational Buying.- Relationship Value.- Reasoning of Customers to Provide Value.- Study 1: Opportunity Management.- Study 2: Value Management.- Limitations and Managerial Implications.
Customer Relationship Management.- Organizational Buying.- Relationship Value.- Reasoning of Customers to Provide Value.- Study 1: Opportunity Management.- Study 2: Value Management.- Limitations and Managerial Implications.
Es gelten unsere Allgemeinen Geschäftsbedingungen: www.buecher.de/agb
Impressum
www.buecher.de ist ein Shop der buecher.de GmbH & Co. KG Bürgermeister-Wegele-Str. 12, 86167 Augsburg Amtsgericht Augsburg HRA 13309