麦肯锡《利用大客户管理获取市场机会72页.pptxVIP

Using Key Account Management to Capture Market Opportunities;INTRODUCTION;TODAY’S DISCUSSION;;SUMMARY PERSPECTIVES (note: KAM in this example is one part of the larger multi-level sales improvement program);;ROUGH ESTIMATE OF THE TOTAL SALES IMPROVEMENT OPPORTUNITY FOR YOUR COMPANY (disguised example);Many companies have adopted some form of key account management as a means to break out of product silos and capture incremental value from some of their larger customers. Quite a number have achieved real increases through cross-selling and developing commercial and/or technical “solutions” for