Account and Product资料.pptxVIP

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2017-09-15 发布于浙江
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Account and Product资料.pptx

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Account and ProductMoC Account AnalysisIT outsourcingHotelAccount ManagementTN Takers13 of 74 re-realized in 2010 28% Retention of 20106 of 74 Re-raised in 2011潜在客户---首次使用---再次使用---推荐分享4 yearsMarcom ChinaMidea Group Electrolux Force limited3 yearsVanceinfo Technologies Inc. Ramada Plaza HotelAustCham Beijing2 yearsGoldwind Science Creation Windpower Equipment Co., LtdWeland InternationalAcorn Greater ChinaGap yearSYKES (Shanghai) Co., LtdHooker CockramQuestionsWhy we have lost so many accounts(Customer Experience/ Demand/ Our account management?)How to manage our accounts? How to keep long-term relationship?Account ManagementMarketingRealization ManagementSalesExchange ProcessHR ProcessAccount Management ActionsSet right expectation when sellingKeep our promise to companies (Delivery time, delivery date)Be responsible for reception and collect company/trainees feedbackEvaluate your partnership and ask for recommendation if it’s goodBuild your relationshipAccount database (CRM)Be sure to transit your important accounts(Data, 2011.3.18)Nationally, 243 forms, 131 matchable..Case Study CollectionTask forceWhy Case Study?SellingKnowledge for membersProcedure: RecommendationWhy do it now?Lack of systematic case study databaseOld, simple..Need more!A new round of feedback collection!Make full use of it, and get more recommendation!How?Use Feedback template/recommendation letterVisit, call or mail the company, ask them for the feedback (and recommendation)You get the feedback and make the case study, even an cooperation report!Timeline: From now on- May 21Send the package back before May 21, 24:00to yvonne.lu@aiesec.netScoresComplete cased study: 100’Small cases: 30’Cooperation report: 300’Recommendation letter: 100’TN recommended and raised: 500’More…Template is template! You can make it better !!! (e.g. I am an AIESEC Partner)Product packageProduct packageBusiness CaseLower-income peopleSoft and silky Those who suffer from dandruffAntidandruffBeautiful, he