Simon & Schuster, Fachbücher, Key Account Management and Planning (Englisch, Noel Capon, 2010)
34,17 €
Leseprobe Chapter One: The Rationale for Key Account Management On August 21, 1998, it was announced that telecommunications supplier Ciena would not be receiving an expected $100 million worth of business from key account AT&T. As a direct result of this news, Ciena's stock price plunged 45%, from $56.78 to $31.25. On August 28, a planned merger between Ciena and Tellabs based on a one-for-one stock swap that valued Ciena at $7.3 billion was being renegotiated at $4.7 billion. Shortly afterwards, Ciena announced the loss of a $25 million sale to key account Digital Teleport. On September 14, the merger was abandoned with Ciena's share price at $13.19. On January 4, 2000, General Motors announced that it was ceasing participation in B2B auctions managed by Freemarkets Inc. Freemarkets' share price dropped from a high of $370 that week to $164, two weeks lat.
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