Key to key account management: relationship (guanxi) model Y.H. Wong Department of Business Studies, Hong Kong Polytechnic University, Kowloon, Hong Kong Introduction There are three major marketing problems facing most international firms today: the difficulty, arising from product range diversity, of segmenting its customers and maintaining long-term relationships with key customers; second, the obstacles of obtaining long-term business contracts from big multinationals; and third, how do the
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An account manager is a person in a business who is responsible for the management of the sales and relationship with particular customers. They are allocated particular customer accounts, especially the key accounts which provide the most business. The Account manager varies depending on the nature of the business. The account manager builds client relationship by acting as the interface between the customer service teams and sales teams within a company. By maintaining the company’s existing relationship
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to global key account management, application in B2C- vs. B2B-markets Table of Content 1. Sale management in the 21st century 2. Selling in B2C vs. B2B markets 3. Sales Organization • Vertical Structure • Line Organization • Line and Staff Organization • Horizontal Structure • Geographic Organization • Product Organization • Organization by Customer type or market 4. Organizing to serve global key accounts Sales Organization 2 Sale management in the 21st
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How to Succeed at Key Account Management Key account management (KAM) is one of the most important changes in selling that has emerged during the past two decades. KAM is a radically different organizational process used by business-to-business suppliers to manage their relationships with strategically-important customers, and it produces measurable business benefits. Not surprisingly, smart suppliers are keen to implement KAM. But, sadly, many KAM implementations fail and are abandoned. In other
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is Strategic Account Management? * Strategic account management is a systemic process for managing key interactions and relationships with critical accounts * 20% of customers generate 80% of the revenue/profit * Strategic accounts tend to provide a disproportionate share of a firm’s revenue/profit * Must manage account relationships, and be accountable for ongoing and long-term financial growth 2. 3. What are the benefits of Strategic Account Management? * Strategic
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SQL Server 2012 Security Best Practices - Operational and Administrative Tasks SQL Server White Paper Author: Bob Beauchemin, SQLskills Technical Reviewers: Darmadi Komo, Jack Richins, Devendra Tiwari Published: January 2012 Applies to: SQL Server 2012 and SQL Server 2014 Summary: Security is a crucial part of any mission-critical application. This paper describes best practices for setting up and maintaining security in SQL Server 2012. Copyright The information contained in this document represents
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This report will look at the supply chain management of completing service requests for clients, and make several recommendations in which to improve the processes for client services within Westpac Private Bank. Table of Contents * 1.1 Overview of Westpac Private Bank 5 * 1.2 Account Service Process within Private Bank 7 *
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Examination Paper of Data Base Management Systems IIBM Institute of Business Management Examination Paper Subject Code- E1010 Database Management Systems Section A: Objective Type (20 marks) This section consists of Multiple Choice Questions / True & False. Answer all the questions. Each Question carries 1 mark. MM.100 Multiple Choices: 1. Structured Query Language (SQL) is the language for working with a. DDBMS b. RDBMS c. Both (a) & (b) d. None of the above 2. Decomposition in database
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Examination Paper: Data Base Management System IIBM Institute of Business Management Semester-I Examination Paper Database Management System Section A: Objective Type (20 marks) • • • This section consists of Multiple Choice Questions & Fill in the blanks / True & False. Answer all the questions. Each Question carries 1 mark. MM.100 Multiple Choices: 1. Structured Query Language (SQL) is the language for working with a. DDBMS b. RDBMS c. Both (a) & (b) d. None of the above 2. Decomposition in database
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LAGOS-IBADAN EXPRESSWAY, OGERE-REMO, OGUN. TELEPHONE: 234-812-6008638 • E-mail: cyril2002us@yahoo.com Highly motivated accomplished sales and marketing professional with experience in developing sales plan, account and people management. Technically proficient in introducing new brands to key accounts by winning and sustaining the Customers, Influencers, Recommenders and Consumers loyalty. Additional capabilities; *Opportunity identification *Ability to work under pressure without supervision and lead
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