1.The job of key account manager * Key account management definition * Organizational models of key account management
2.The key account manager - knowledge manager * The role of expert and advisor * Acquiring and maintaining an in-depth knowledge of the client * Drawing up the SWOT analysis
3.The key account manager - business manager * The role of provider / developer of business * The business plan account * The account planning process
4.The key account manager - relationships manager * The “public relations” role * Identifying and involving the “key” players * Analyzing the effectiveness of relationships in order to readjust strategy
5.The key account manager - project and team manager * The role as coordinator responsible for the action plan * Organizing implementation and mobilizing the team * Guiding development of the action plan * Developing cooperation and avoiding conflicts
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课程介绍 评价详情(0)
培训受众:
* 销售工程师或大客户经理
* 销售经理
课程收益:
课程大纲
* 大客户管理定义
* 大客户管理的组织模型
2.大客户经理——知识管理者
* 专家和顾问角色
* 获得和保持对客户的深入了解
* 草拟出SWOT分析
3.大客户经理——业务管理者
* 提供者／业务开拓者角色
* 针对客户的业务方案
* 客户计划流程
4.大客户经理——关系管理者
* “公共关系”角色
* 识别和涵括“关键”参与者
* 分析客户关系的有效性，以便重新调整相关战略
5.大客户经理——项目和团队管理者
* 负责行动方案实施的协调者角色
* 组织实施和动员团队
* 引导行动方案的发展
* 促进合作，避免冲突
1.The job of key account manager
* Key account management definition
* Organizational models of key account management
2.The key account manager - knowledge manager
* The role of expert and advisor
* Acquiring and maintaining an in-depth knowledge of the client
* Drawing up the SWOT analysis
3.The key account manager - business manager
* The role of provider / developer of business
* The business plan account
* The account planning process
4.The key account manager - relationships manager
* The “public relations” role
* Identifying and involving the “key” players
* Analyzing the effectiveness of relationships in order to readjust strategy
5.The key account manager - project and team manager
* The role as coordinator responsible for the action plan
* Organizing implementation and mobilizing the team
* Guiding development of the action plan
* Developing cooperation and avoiding conflicts
本课程名称： 大客户战略管理
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