TITLE

Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics

AUTHOR(S)
Sharma, Arun
PUB. DATE
September 1997
SOURCE
Journal of Personal Selling & Sales Management;Fall97, Vol. 17 Issue 4, p27
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Examines types of business customers which prefer key account programs. Selection of key account program customers; Reference to a survey of a high technology telecommunications product; What was involved in the decision-making process.
ACCESSION #
9711160292

 

Related Articles

  • Key Account Management in the Business to Business Field: The Key Account's Point of View. Pardo, Catherine // Journal of Personal Selling & Sales Management;Fall97, Vol. 17 Issue 4, p17 

    Discusses the key account management in the business to business field. Reference to a research program set up at the `Institut de Recherche de l'entereprise;' Perceptions a key account may develop according to treatment from his supplier.

  • Ask your key customers for a report card. Gelenter, Ian M. // Sell!ng;Jun98, Vol. 5 Issue 11, p7 

    Presents information pertaining to key account management with reference to a customers perception of the benefits of this procedure. Discussion on the primary problems with the methods used in business relationships; Reference to the Strategic Partner Review Card; Information on how to put...

  • Key Account Sales: A High Payoff Training Challenge. Kurzrock, Warren // Training & Development Journal;Nov83, Vol. 37 Issue 11, p41 

    Describes the importance of key account sales. Need for the specialized training of key account salespeople; Steps involved in key account selling; Implications of the emerging area of key account selling on sales trainers.

  • Einkauf und Vertrieb.  // Lebensmittel Zeitung;2/15/2013, Issue 7, p0056 

    The article previews several workshops and conferences for retail industry professionals, including on customer relations for inside sales personnel, in Hanover, Germany, on March 5, 2013, on sales management, in Cologne, Germany, from March 18-19, 2013, and on key sales account management, in...

  • KEY ACCOUNT VS. OTHER SALES MANAGEMENT SYSTEMS: IS THERE A DIFFERENCE IN PROVIDING CUSTOMER INPUT DURING THE NEW PRODUCT DEVELOPMENT PROCESS? JUDSON, KIMBERLY M.; GORDON, GEOFFREY L.; RIDNOUR, RICK E.; WEILBAKER, DAN C. // Marketing Management Journal;Fall2009, Vol. 19 Issue 2, p1 

    While the introduction of a new product or service carries considerable risk, incorporating customer input into the new product/service development (NPD) process increases the probability of commercial success. In their boundary spanning role, industrial (B-to-B) salespeople are well suited to...

  • Strategic Collaborative Communication by Key Account Representatives. Schultz, Roberta J.; Evans, Kenneth R. // Journal of Personal Selling & Sales Management;Winter2002, Vol. 22 Issue 1, p23 

    Following research linking collaborative aspects of communication to performance, this exploratory study empirically examines a model of key account representative (KAR) strategic communication practices and their effects on outcomes (i.e., role performance, trust and mutual problem solving)...

  • Relations interentreprises et négociation. Colla, Enrico // Revue Management et Avenir;may2011, Issue 44, p198 

    No abstract available.

  • Marketing Briefs.  // Marketing News;3/27/87, Vol. 21 Issue 7, p33 

    The article presents a news brief related to marketing in the United States. Christopher W. Hoyt, president of sales consulting firm Strategic Resource Group Inc., stated that packaged-goods manufacturers should reduce the size of their direct sales forces. Factors such as scanner data and the...

  • An Empirical Investigation of Key Account Salesperson Effectiveness. Sengupta, Sanjit; Krapfel, Robert K.; Pusateri, Michael A. // Journal of Personal Selling & Sales Management;Fall2000, Vol. 20 Issue 4, p253 

    This study develops and empirically tests a model representing the determinants of key account salesperson (KAS) effectiveness. The model supported suggests that the determinants of KAS effectiveness are strategic ability and intrapreneurial ability operating though the intermediate processes of...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics