Developing Strategic Relationships with Major Customers
Added on -2019-09-23
2 Developing strategic relationships with major customers Running Head: Sales Management Unit U606-Developing strategic relationships with major customers Task 1: Understand the principles of developing strategic relationships with major customers 3 1.1 Explain the principles of developing mutually beneficial relationships with major customers 3 1.2 Evaluate distinctions between transactional selling and major customer management 4 1.3 Evaluate advantages and dangers of major customer management to own organisation and customer organisations 4 1.4 Develop criteria to use to select major customers based on strategic long term value of customers 5 1.5 Analyse methods to
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Running Head: Sales ManagementUnit U606-Developingstrategic relationshipswith major customers
2Developing strategic relationships with major customersTable of ContentsTask 1: Understand the principles of developing strategic relationships with major customers....................................................................................................................................................31.1 Explain the principles of developing mutually beneficial relationships with majorcustomers................................................................................................................................31.2 Evaluate distinctions between transactional selling and major customer management...41.3 Evaluate advantages and dangers of major customer management to own organisationand customer organisations....................................................................................................41.4 Develop criteria to use to select major customers based on strategic long term value ofcustomers................................................................................................................................51.5 Analyse methods to obtain buy-in from senior management and colleagues for majorcustomer management............................................................................................................51.6 Explain the stages of major customer relationship development.....................................61.7 Evaluate behaviours which build up a relationship of trust with a major customer........7Task 2: Be able to identify major customers and develop major customer plans that aremutually beneficial.....................................................................................................................82.1 Identify the customer(s) which fulfil the organisation’s criteria to be classed as a majorcustomer.................................................................................................................................82.2 Analyse the major customer’s business and their corporate business and marketingstrategy...................................................................................................................................82.3 Analyse the current and future strategic and operational business challenges faced bythe major customer.................................................................................................................9
3Developing strategic relationships with major customers2.4 Identify and agree prioritised common business objectives between own organisationand the major customer, which are consistent with both organisations’ financial objectivesand business strategies...........................................................................................................92.5 Assess with the major customer strategic options towards achieving the commonbusiness objectives which involve mutual working.............................................................102.6 Work in partnership with the major customer to develop a plan and actions towardsaddressing the identified challenges and common objectives..............................................10Task 3: Be able to develop strategic relationships with major customers to meet mutualobjectives..................................................................................................................................123.1 Analyse expertise required in own team to work with the major customer...................123.2 Co-ordinate business functions across own organisation to develop strategicrelationships with the major customer.................................................................................123.3 Evaluate opportunities for creating long term value for the major customer................133.4 Evaluate methods for reducing risk to the major customer regarding own organisation’sproducts and services...........................................................................................................13Task 4: Be able to evaluate the success of strategic relationship activities and plan for futureactivities...................................................................................................................................144.1 Monitor and critically evaluate the outcomes of activities in developing the strategicrelationship with the major customer, including the return on the investment being made144.2 Develop a plan to address any issues regarding the outcome of strategic relationshipactivities...............................................................................................................................14
4Developing strategic relationships with major customers4.3 Develop a succession plan for maintaining a successful relationship with the majorcustomer, with contingencies should particular individuals no longer be able to work withthe major customer...............................................................................................................154.4 Evaluate systems for storing and planning major customer information.......................15References................................................................................................................................16
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