Key Account Management Art.docVIP

 PAGE \* MERGEFORMAT 5 Key Account Management Art Large customer (also a key customer, national clients, customers around the world, or housekeeping customers) are often singled out and given special attention. Companies tend to sign contracts with large customers and provide them with a unified price and consistent service, Account Manager responsible for supervising, coordinating sales force sales efforts for large clients. Major clients, the work refers to those cross-functional team in accordance with certain procedures to carry out collaborative activities. The company’s large customers may be composed by a cross-functional strategic account management team to manage the team for a fixed customer service and often stay in the office of customer convenience. For example, Procter amp;amp; Gamble had arranged for a strategic account management team and in Arkansas, Benton维尔沃尔玛 headquarters staff to work together, through cooperation, Procter amp;amp; Gamble and Wal-Mart has saved about 300 billion dollars, but also its own The gross margin increased by about 11%. If a company has several or even several major clients, it may be the formation of a large account management departments in carrying out the operation. Medium-sized enterprises will generally have 75 major customers, large companies such as Xerox and manages approximately 250 major clients. In addition to representatives from major clients, Xerox has also arranged for each large customer of a ‘focus on executives’, ‘focus on executives’ and the client company executives maintained a close relationship. In a typical large account management department, the average of each Key Account Manager manages nine major clients, large account managers are responsible for reporting to the National Sales Manager, National Sales Manager responsible for marketing and sales vice president of reporting, the Vice President is responsible for reporting to the CEO. 1, large account management complexity of the work