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PKM: A pendulum for consultative-relational selling
Pinheiro, Aureliano João Branco; Costa, Gonçalo Jorge Morais da; Silva, Nuno Sotero Alves daMarketing and knowledge management convergence is a key trend of 21st century competitive business environment, in which, key account managers play an important strategic organisational role due to their blended expertise: technical (organisational and personal knowledge) and relational (trust and ethical behaviour). Although it remains a mystery how their personal knowledge is a key assumption for achieving lo...
Data: 2011
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Origem: Camões - Repositório Institucional da Universidade Autónoma de Lisboa
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