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Understanding And Developing Customer Accounts
Added on -2019-09-23
This study material covers topics such as understanding buying practices, customer support, unique business value, customer procurement and more. It explains the organizational and professional units influence on the organizational decision-making unit, customer's choice criteria and its effect on the sale, preferred supplier status verification, buying practices of the organization, measurement of quality through assigned programs, capability and capacity assessment of the customers, benefits of technological support for the customers, competitive practice of decision-making process, action plans with respect to customer relation, organizational buying ability to respond to customer, updating knowledge of customer industry trend, evaluation of criteria to select customers, research into attractiveness and compatibility, strategies for supplier status, comparing contracts and more.
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Running head: Understanding And Developing Customer AccountsUNDERSTANDING AND DEVELOPING CUSTOMERACCOUNTS
2Understanding And Developing Customer AccountsTable of contentsLO 1 Understanding buying practice...............................................................................................3AC 1.1 Explanation of the organizational and professionalunits influence the organizational decision-making unit.......................................................................................................................3AC 1.2 Explanation of the customer’s choice criteria and its effect on the sale.............................4AC 1.3 Preferred supplier status verification..................................................................................4AC 1.4 Explanation of the buying practices of the organization.....................................................6AC 1.5 Explanation of the measurement of the quality through assigned programs......................6AC 1.6 Explanation of the capability and capacity assessment of the customers...........................7LO 2 Customer support...................................................................................................................7AC 2.1 Explanation on the service development.............................................................................7AC 2.2 Explanation of the benefits of technological support for the customers.............................8AC 2.3 Explanation of the competitive practice of decision-making process.................................8LO 3 Unique business value............................................................................................................9AC 3.1 Explanation of the action plans with respect to customer relation......................................9AC 3.2 Explanation of the organizational buying ability to respond to customer........................10LO 4 Customer procurement.........................................................................................................11AC 4.1 Updating knowledge of customer industry trend..............................................................11
3Understanding And Developing Customer AccountsAC 4.2 Evaluation of criteria to select customers.........................................................................12AC 4.3 Research into attractiveness and compatibility.................................................................12AC 4.4 Identification of the company strength and weakness......................................................13AC 4.5 Strategies for supplier status.............................................................................................14AC 4.6 Comparing contracts.........................................................................................................15AC 4.7 Contract of agreement with a contractual employee.........................................................15LO5 Planning and developing customer needs.............................................................................16AC 5.1 Identifying tactics..............................................................................................................16AC 5.2 Evaluating importance of ongoing customer evaluation procedure..................................16C 5.3 Evaluating own current customer accounts.........................................................................17AC 5.4 Planning and developing current and new accounts.........................................................18Reference list.................................................................................................................................20
4Understanding And Developing Customer AccountsLO 1 Understanding buying practiceAC 1.1 Explanation of the organizational and professional units influence the organizational decision-making unitThe decision-making unit (DMU) of ERM business energy contains various positions andthe first position in the DMU is acquired by the initiator. The initiators of an organization are often the project manager of the company who proposes the project to the administration of the company. The initiator initiates the job role of the company and thus they propose the organization the products and services they require for starting the job (Christopher, 2016).After the initiation of the project idea the next position in the DMU is acquired by the influencer that is the project development manager of the company. The cooperation of the project development manager helps to accelerate the project. This section of the DMU is referredas the technical buyers or evaluators. The main functions of the technical buyer are assessing the market, and monitoring the activities of the suppliers and the buyers (Lovelock & Patterson, 2015). After the assessment, the influencers try to execute the project within the market. According to the size of the organization the roles and responsibilities of the influencers changes.They act as full-time buyers in case of large organizations. Thus the basic requirements in becoming a project development manager are they need to have enhanced knowledge of production, tendering and market negotiation (Anagol, Cole & Sarkar, 2017).
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