Future prospects for key account management in the IT industry

The general framework conditions for companies have changed significantly in many areas in recent years. As a result, key account management, the predominant sales model in the business-to-business sector, is also facing complex new requirements. This book examines the new success factors for key account management, using the IT industry as an example. Experienced decision-makers on the customer side also have their say in shedding light on the current market environment. The future of key account management remains exciting. You can read about these and other interesting findings in this work.

Autorentext

Autor od wielu lat pracuje w dziale sprzedäy ró nych mi dzynarodowych koncernów informatycznych. Zarz dzanie kontami we wszystkich jego aspektach jest zarówno jego profesj , jak i pasj . W niniejszej pracy analizuje aktualne szanse i wyzwania zwi zane z modelem sprzedäy Key Account Management na przyk adzie bran y informatycznej.