《关键客户管理提高销售业绩和客户忠诚度》.ppt

* TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * * TCQ011203-KAM workshop(2000GB) * The account planning process consists of 4 phases, which should be seen as integrated into the year-long account team activities, rather than an annual event, divorced from real life * TCQ011203-KAM workshop(2000GB) * The key to the first phase is explicit specification of priorities, timing, responsibilities, templates, and planning guidelines. When dealing with new customers with whom you have little prior experience/understanding, it also involves the collection of publicly available data Edits: some abbreviations and shortened phrases * TCQ011203-KAM workshop(2000GB) * The second phase - in which the account plan is developed - consists of 8 roughly sequential activities and is discussed in more detail in the section titled “Developing a Strategic Account Plan” Edits: did not repeat tracker logo since it was part of main graphic * TCQ011203-KAM workshop(2000GB) * The optimal account planning process will, as the third phase, include a formal annual review of account plans for the highest priority customers by the senior business line