Psychological aspects of a key account management organisation: The targeted deployment of staff based on personality analyses
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Beschreibung
Successful key account management remains a challenge for companies. The psychological aspects of a key account management organisation highlighted in this work demonstrate that staff selection and targeted deployment based on personality analyses are of great importance to the success of this sales unit. Following a presentation of common analytical methods and the selection of the appropriate method, surveys are conducted. Based on the results, the requirements for key account management are defined. Ways of supporting and developing individual personalities are also outlined. Finally, the most important results and findings are summarised and an outlook on possible developments is provided.
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