Heinz Willand

Account Management Key-, Strategic- and Gobal Account Management: Information Requirements for the Information Gathering Process to Achieve Competitive Advantage Heinz Willand

The research project contains three books. The first one will give an overview on the current Account management (Key-, Strategic- and Global) literature, which is the basic knowledge for companies who have or planning to establish an account management system. It give an understanding of important subjects for account management such as top management support, the account manager, the account teams and the buyer/seller relationship. The second one a survey within the telecom supplier market in Germany, because of a wide implementation of account management. The survey recognize and discuss important issues and provide a broadly defined information requirements structure. The third one focuses on interviews conducted within the test and measurement equipment manufacturer market in Germany and identifies the kind of information requirements that are perceived to increase the competitive advantage. Recommendations given for information requirements in such a way that companies can build their account management information system on the ground of the given recommendations. A book for every company, top manager, account manager and account management team members.