1. The key account managers role ■Defining key account management ■Organising key account management
2. The key account manager: managing knowledge ■The expert and the consultant ■Understanding customers in depth ■Running the SWOT analysis
3. The key account manager: managing business ■Generating and building business ■The account business plan ■The account planning process
4. The key account manager: managing relationships ■Taking up PR ■Identifying and involving key players ■Analysing relationship effectiveness to fine-tune 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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课程大纲
■Defining key account management
■Organising key account management
2. The key account manager: managing knowledge
■The expert and the consultant
■Understanding customers in depth
■Running the SWOT analysis
3. The key account manager: managing business
■Generating and building business
■The account business plan
■The account planning process
4. The key account manager: managing relationships
■Taking up PR
■Identifying and involving key players
■Analysing relationship effectiveness to fine-tune 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： 大客户管理
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