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An Assessment of Its Economic Value
Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.
1 Introduction 1.1 Key account management — a seemingly evolutionary
phenomenon Key account management as a management concept is widely
known and well established in theory and practice. Most aspects of key account ...
