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Key Account Management in the selected business company
NOVÁKOVÁ, Michaela
This bachelor thesis is aimed at Key account management especially evaluation of the process of implementation and realization of the Key account management in a selected business company. The theoretical part is dedicated to the study of theoretical knowledge. There is described a trade, wholesale and retail, management, relationship management, key account management and marketing research. The practical part of this thesis describes process of implementation and realization of the Key Account Management in business company Makro, České Budějovice and presents qualitative and quantitative marketing research focusing on opinions of key customers on key account management in the company. The quantitative one is based on analysis of questionnaire for key account customers in Makro. The qualitative one is based on analysis of structured interview with key account manager from Makro. Finally, the evaluation of research and interview. The aim of the thesis is to suggest possible changes in the company for better key account management.
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Distribution of Philips Oral Health Care products in the Czech Republic
Bouška, Pavel ; Mejdrech, Vlastimil (advisor) ; Urban, Bohumil (referee)
This Master thesis is focused on topic of distribution channels and theirs practical application in distribution of Philips Oral Healthcare products on Czech market. The theoretical part is devoted to the physical structure of distribution channels, the parameters that define them, and the factors influencing their choice. Furthermore, the thesis focuses on the relationships that exist between channel members, a system for management and direction of the common value added. The thesis is further concerned about relationships developed in between two channel members and presents a system for management of such relationships in order to develop them and deliver additional value. Under this approach the thesis further deals with the process of key customers selection and their further integration. In the next section a more detailed presentation of Philips Company is given, followed by description of oral healthcare market competition and distribution of end customers by their habits. Furthermore the thesis describes a practical example of Philips dealing with key customer in oral healthcare category. In order to fulfill the set objectives of the this thesis deep analysis of Philips current distribution channels takes place, followed by described anticipated development and proposed important area to ensure such development.
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Key Account Management
Dvořák, Dalibor ; Filipová, Alena (advisor) ; Zeman, Jiří (referee)
The purpose of the diploma thesis is to identify main activities and responsibilities of key account managers - based on example of Imperial Tobacco CR, s.r.o. company. The theoretical part describes the development of the Czech Retail market from 1989 till 2007. It is focused on international retail chains and it's entrance in the Czech market. Also main trends and possible future development are identified. The practical part provide with detailed characteristics of the Czech tobacco market as well as Imperial Tobacco CR, s.r.o. company - a representative of suppliers. Crucial part is the analysys of activities and responsibilities of Imperial Tobacco's key account managers. The authenticity is guaranteed by real business examples, situations and relationships.
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Key Account Management
Dvořák, Dalibor ; Filipová, Alena (advisor) ; Zeman, Jiří (referee)
Práce monitoruje rozvoj českého maloobchodního trhu od roku 1989 do roku 2006. Zaměřuje se na vstup mezinárodních obchodních řetězců do České republiky a na s ním spojený vznik a rozvoj Key Account Managementu. Stěžejní je analýza činností Key Account oddělení tabákové společnosti Imperial Tobacco CR. Nezbytným předpokladem je také identifikace a charakteristika českého tabákového trhu.
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