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Geschftsbeziehungsmanagement
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Product Details
Gegenstand dieses Teilbands der Reihe "Technischer Vertrieb" ist die Analyse und Gestaltung von Geschftsbeziehungen. Die Analyse basiert auf der Kenntnis des Kaufverhaltens in Geschftsbeziehungen und bezieht sich insbesondere auf die Verbindung von Kundentyp und Geschftsbeziehungsstrategie. Gestaltungsaspekte von Geschftsbeziehungen betreffen besonders die Kooperation mit Kunden (Lead User, User Groups), das Geschftsbeziehungsmanagement im Systemgeschft und die organisatorische Verankerung des Geschftsbeziehungsmanagements in der Unternehmerorganisation. Die vorgestellten Methoden, Konzepte und Instrumente eignen sich fr alle Bereiche des Business-to-Business-Sektors, also fr klassische Industriebranchen genauso wie den industriellen Dienstleistungsbereich.
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