《利用大客户管理获取市场机会.pptVIP

;INTRODUCTION;TODAY’S DISCUSSION;TODAY’S DISCUSSION;SUMMARY PERSPECTIVES (note: KAM in this example is one part of the larger multi-level sales improvement program);IMPACT FROM SALES IMPROVEMENT IS SIGNIFICANT ;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”