Key Account Manager of the three successful major prerequisites.docVIP

 PAGE \* MERGEFORMAT 10 Key Account Manager of the three successful major prerequisites China is the cultivation of relationships with deep-rooted customs, commonly known as ‘relations’. In fact, there is no proper relationship between certain types of sales will simply not materialize. China’s sales staff to the skills development of relations between proud, but unfortunately, most sales of the Chinese people has focused on the wrong relationships. Even if they set up the correct power relationships, but there are other criteria to measure success in large account management. These are: As far as possible to foster a large number of client relations, but the most important influence of deep-rooted and need to know to its deep-rooted habits and methods; By you and your customer relationships, understanding the long-term and short-term business objectives and identify how we can help them achieve these goals; Because you do not have unlimited time and resources, priority actions, will bring you the best results. A large customer management is the key objective of the customer with the development of your business. Many so-called big client manager is only euphemistically, director of customer relations, they do nothing, or business development, either in the protection of its competitors. In order to with your major clients, to develop your business, you must first understand their business, and then try to increase or create value for your customers. But you have to remember that you are in a limited time, budget and other resources of your other customers need to be concerned. Who are your major clients? As in the management of major clients will be quite a lot of energy and resource utilization, you may want to determine which customers qualified enough to become a major customer. In most cases, many sellers to identify who is up to them to buy the person is a big customer. However, there may be some customers to buy a lot, but he squeezed your price