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Global key account management and systems selling

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References

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1991The Evolution of Personal Selling

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84 cited

1987Industrial Marketing: Analysis, Planning, and Control76 cited

Cited by

2006Unpicking the meaning of value in key account management109 cited
2008The impact of strategic account managers' behaviors on relational outcomes: An empirical study105 cited
2011The Effects of Leader–Member Exchange and Organizational Identification on Performance and Turnover Among Salespeople97 cited
2006System supplier's customer strategy96 cited
2004Key network management95 cited
2008Towards an integrated framework of key account management92 cited
1999Key account management in the business‐to‐business field: a French overview90 cited
1997Key Account Management in the Business to Business Field: The Key Account's Point of View85 cited
2003The global account manager as political entrepreneur82 cited
2012Strategic account management programs: alignment of design elements and management practices81 cited
2011Management Practices in Solution Sales—A Multilevel and Cross-Functional Framework79 cited
1999The selection and organization of national accounts: a North American perspective66 cited
2006Customer knowledge transfer and key account management in professional service organizations65 cited
2006Success factors in key accounts58 cited
2010Relationship management: A sales role, or a state of mind?57 cited
2004A conceptual framework of global account management capabilities and firm performance50 cited