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Dirk Zupancic

Dirk Zupancic

Prof. Dr. Dirk Zupancic advises global corporations on strategic key account management and knows the success factors and obstacles. His books are references in the field of sales.

“The seminar convinced us to introduce and implement our own KAM. Prof. Zupancic presented the contents in a practical and effective way. I fully recommend this seminar.
Jens Köhler, Smith & Nephew GmbH


Negotiations in key account management are more than price negotiations. Building strategic relationships, early involvement of purchasing departments, and access to the decision makers are important success factors in negotiations. Key account managers negotiate externally with the customer, but mostly internally with their own stakeholders. This seminar covers all important strategies and tactics.