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Relationship management, key account management and customer orientation are concepts that have become central to modern management. This book is dedicated to illustrating and reflecting these concepts and their corresponding methods and instruments in depth. It is thereby focused on the business-... More

Marketing and implementing large-volume orders and major projects calls for specific types of expertise. This textbook deals with all of the management tasks involved: order management, inquiry evaluation and proposal preparation, pricing and revenue planning, order financing and financial engineer... More

​This textbook gives a comprehensive overview of the key principles of business marketing. The reader will be introduced into methods and theories in order to understand business markets and marketing better. Not only are the principles of business marketing addressed, but also deep knowledge of o... More

Unternehmen des Anlagen- und Projektgeschäfts bilden das Rückgrat der deutschen Industrie, da sie die typischen Investitionsgüter wie Verkehrsinfrastruktur, Produktionsanlagen und Maschinen erstellen. Das vorliegende Werk beleuchtet umfassend die unterschiedlichen Konzepte, Methoden und Problemberei... More