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	<title><![CDATA[fas.research Resources | BNET]]></title>
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		<title><![CDATA[Business Case: Optimizing Key Account Management by Means of Social Network Analysis (SNA)]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=140091]]></link>
		<description><![CDATA[This paper displays the case of a client that is a European player in the software industry. The case focuses on strategies and measures taken to access new clients via already existing customers in saturated markets snowball marketing. It demonstrates how key-account and sales activities were optimized by means of...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Mon, 30 May 2005 00:00:00 -0700</pubDate>
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		<category domain="http://resources.bnet.com/topic/account+management.html"><![CDATA[Account Management]]></category>
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