Key account manager's internal selling role : an exploration of interpersonal conflict
Acting in a boundary spanning role within their organisations, the key account manager in representing their customers’ needs internally is required to manage a wide range of complex internal relationships. This can often lead to incidents of conflict between the key account manager and other indivi...
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| Language: | en |
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Cranfield University
2010
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| Online Access: | http://hdl.handle.net/1826/4093 |