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Pharma Key Account Management

Strategien für neue Zielgruppen im Gesundheitsmarkt

Language GermanGerman
Book Paperback
Book Pharma Key Account Management Rainer Seiler
Libristo code: 02284639
Publishers MWV Medizinisch Wissenschaftliche Verlagsges., November 2013
Die Nachfrage nach medizinischen und pharmazeutischen Innovationen einerseits und die Reglementierun... Full description
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Die Nachfrage nach medizinischen und pharmazeutischen Innovationen einerseits und die Reglementierungen durch gesundheitspolitische Rahmenbedingungen andererseits haben massive Auswirkungen auf die pharmazeutische Industrie.§Neue Zielgruppen wie Krankenkassen, Kooperationsnetze von Ärzten und Kliniken und das neue Selbstverständnis der Patienten verändern den Gesundheitsmarkt. Für den Weg vom Pillen-Lieferanten zum Systempartner und Dienstleister in der Gesundheitsversorgung benötigt die pharmazeutische Industrie neue Strategien und Qualifikationen.§Key Account Management gilt dabei als eine zentrale Antwort auf diese Herausforderungen. Ein Großteil der Unternehmen hat bereits ein Key Account Management eingeführt. Dennoch fehlt häufig Klarheit darüber, was Key Account Management in der pharmazeutischen Industrie leisten soll. Dieses Buch gibt einen Überblick über Definition, Ziele, Aufgaben und organisatorische Einbindung von Key Account Management. Und es beschreibt praxisnah Instrumente, strategische Optionen und Plattformen für eine erfolgreiche Zusammenarbeit mit Schlüsselkunden.

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About the book

Full name Pharma Key Account Management
Author Rainer Seiler, Hanno Wolfram
Language German
Binding Book - Paperback
Date of issue 2013
Number of pages 182
EAN 9783954661091
ISBN 3954661098
Libristo code 02284639
Publishers MWV Medizinisch Wissenschaftliche Verlagsges.
Weight 306
Dimensions 165 x 240 x 12

Categories

Economics, Finance, Business & Management > Business & Management > Management & management techniques > Management of specific areas > Sales & marketing management
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