The Sales Centre

Søren Hougaard () and Mogens Bjerre ()

Chapter 9. in The Relationship Marketer, 2009, pp 171-193 from Springer

Abstract: Abstract Building, developing and maintaining supplier-customer relationships is no longer an individual accomplishment — but based on a team effort. Therefore, we regard key account management and other organisational structures that support supplier-customer relationships as being based on tearr accomplishments. However, it is not merely a question of organisational structures if the company is to match the customer’s buying centre — it is also a question of what resources and competencies are required to do so. And how should responsibilities and empowerment be organised in order to support the organisational structure in the creation of a unique supplier-customer relationship?

Keywords: Specific Customer; Relationship Marketer; Sales Organisation; Power Player; Sales Process (search for similar items in EconPapers)
Date: 2009
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DOI: 10.1007/978-3-642-03243-1_9

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