【管理咨询-PPT】通过卓越的关键客户管理提高销售业绩和客户忠诚度(ppt_53).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) * 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 management. Senior management will review both selected individual account plans, as well as the aggregated impact of all account plans 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 key to the first phase is explicit specification of p