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| Author: | Pardo, C. Salle, R. Spencer, R. |
| Title: | The key accountization: a case study (Sales Management, Verkaufsorganisation, Verkaufsstrategie) |
| Journal: | Industrial Marketing Management
1995 : MAR, VOL. 24:2, p. 123-134 |
| Index terms: | |
| Freeterms: | KUNDE |
| Language: | eng |
| Abstract: | This article focuses on the adaptation process undergone by a company to manage a particular part of its customers' portfolio: the key accounts. Data was gathered on interviews with different managers of the key accounts unit. The authors show that the key accountization process is not uniquely a result of adaptation to the customers but also a process of adaptation to changes occurring at the supplier level or at the environment level. |
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