Selektion und Entwicklung von internationalen Key Account Managern

Inhaltsverzeichnis (Table of Contents)

• Relevanz von internationalem Key Account Management
• Umsetzung in der Praxis
• Design der Forschungsstudie
• Personalselektion
• Personalentwicklung, Training und Weiterbildung
• Stand der Forschung
• Diskussion der Resultate
• Key Points aus den Resultaten der Umfrage
• Zukünftige Herausforderungen
• Schlussbetrachtung

Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)

This research aims to investigate the selection and development of international Key Account Managers (IKAMs) within companies. The study seeks to identify current practices, challenges, and best practices in this area. It also explores the importance of retention strategies and their impact on the success of IKAMs. Key themes explored in this research include:

• The selection process for IKAMs
• The role of training and development in preparing IKAMs for their role
• The importance of retention strategies for IKAMs
• The challenges and opportunities facing IKAMs in today's globalized business environment
• The relationship between the selection and development of IKAMs and their success in the role

Zusammenfassung der Kapitel (Chapter Summaries)

• Relevanz von internationalem Key Account Management: This chapter introduces the concept of international Key Account Management (IKAM) and discusses its growing importance in today's globalized business environment. It explores the challenges and opportunities associated with managing key accounts in an international context.
• Stand der Forschung: This chapter provides a comprehensive overview of the existing literature on IKAM selection, development, and retention. It examines various theoretical frameworks and empirical studies related to the topic.
• Diskussion der Resultate: This chapter presents the findings of the research study, which was conducted through a survey of companies. It analyzes the data collected and discusses key insights regarding the selection, development, and retention of IKAMs.

Schlüsselwörter (Keywords)

The primary focus of this research is on international Key Account Management, exploring key concepts such as selection, development, training, and retention. It also examines the role of talent management, human resource development, and the importance of aligning employee skills and competencies with organizational goals. This research provides a comprehensive overview of the essential elements for effective IKAM management, highlighting best practices and emerging trends in the field.