关键客户管理介绍篇ppt120.ppt

关键客户管理介绍篇
KEY ACCOUNT MANAGEMENT
KEY ACCOUNT MANAGEMENT 关键客户管理
KEY ACCOUNT MANAGEMENT
DAY1第一天
09:00-10:45
Course Details
Introducing the Trainer and Participants & Programme Outlines
Define Key Accounts
Motives & The Stages
Discussin:Difficulties on dealing with KA
课程内容
介绍讲师、学员及课程大纲
关键客户的定义
动机与阶段
讨论:与KA交易所面对的难
10:45-12:30
Account Portfolio Matrix
Account Evaluation
Case study: Account Evaluation
客户组合
评估客户
事例研究:评估客户
KEY ACCOUNT MANAGEMENT 关键客户管理大的资料库下载
KEY ACCOUNT MANAGEMENT
DAY1第一天
13:30-15:15
Course Details
Developing KA Records
Knowing the Buyer
Exercise:Matters knowing from the Buyer
课程内容
与KA建立联系
了解KA的操作
产品种类的变动
15:15-17:00
Building Relationship with KA
Understand KA Operations
Mutations Assortment
建立客户记录
认识采购员
练习:从采购员处了解的事项
KEY ACCOUNT MANAGEMENT 关键客户管理大的资料库下载
KEY ACCOUNT MANAGEMENT
DAY2第二天
09:00-10:45
Course Details
Developing an Account Strategy
Sales Promotion Planning
Outline of Annual Plan
parison & Evolution
Case study:Preparing annual promotion plan
课程内容
发展客户策略
促销计划
全年计划概要
费用比较及演变
事例研究:制订全年促销活动
KEY ACCOUNT MANAGEMENT 关键客户管理大的资料库下载
KEY ACCOUNT MANAGEMENT
DAY2第二天
10:45-12:30
Course Details
Preparing & presenting the plan
Key Account Negotiation
Negotiation Process
Trading Terms
课程内容
准备及呈献计划
与关键客户谈判
谈判过程
贸易条件
13:30-15:15
PREPARE to Negotiate
Discussion:KA Negotiation
准备谈判
讨论:与KA谈判
15:15-17:00
Summarize the Negotiation
Business Review Meeting
总结谈判内容
业务检讨会议
KEY ACCOUNT MANAGEMENT 关键客户管理大的资料库下载
KEY ACCOUNT MANAGEMENT
Key Account Management (KAM) Involves unite multiple business
Functions mon objective
-To build and sustain long term relationship with strategic important customers
关键客户管理(简称KAM)结合公司多方面的业务功能为共同目标
- 建立及维持与重点客户的长久关系
Introduction 引言
KEY ACCOUNT MANAGEMENT 关键客户管理大的资料库下载
KEY ACCOUNT MANAGEMENT
These customers tend to exhibit:-
-Large size,contributing big volume;
-petitive behaviour;
-Professional management;
-Sophisticated purchasing personnel;
-Stringent buying requirements;
-Strong buying power;
-Strong dem