Search for dissertations about: "kundbearbetning"

Found 1 swedish dissertation containing the word kundbearbetning.

2. 1. Sales coordination in multinational corporations : development and management of key account programmes

   Author : Jakob Rehme; Linköpings universitet; []
   Keywords : sales organisation; sales coordination; buyer seller relationships; key account management; sales teams; marketing organisation; sales process; multinational; multiproduct; försäljningsorganisation; marknadsföring; kundbearbetning; relationsmarknadsföring; SOCIAL SCIENCES; SAMHÄLLSVETENSKAP;

   Abstract : The purpose of the dissertation is to describe and analyse the orgamsmg of sales and marketing in large scale and complex organisations and particularly how key account management programmes are developed, organised and managed.This means that the focus is on the development context in which the sales organisation operates, how key account management (KAM) programmes are organised, the coordination they contribute to, and how the KAM programmes are designed to manage the dyadic seller-buyer relationships. READ MORE