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Relationship Management for Account Managers - Desklib

   

Added on  2019-09-23

16 Pages3434 Words469 Views
Running Head: Sales ManagementRelationship Management forAccount Managers

Sales ManagementTable of ContentsAssessment criteria:...................................................................................................................21.1 Explain what information is needed about the account and competitors.........................21.2 Describe how to build trust with accounts.......................................................................51.3 Explain how to provide expertise to improve the productivity of the account................51.4 Explain how to reduce the account’s financial burden....................................................51.5 Explain how to improve the quality of service provision................................................61.6 Describe how to maintain account loyalty to own organisation......................................62.1 Evaluate methods for developing a personal network of contacts to meet current and future needs for information, resources and...........................................................................7sales opportunities..................................................................................................................72.2 Explain the importance of reciprocity and confidentiality in networking.......................82.3 Evaluate methods for maintaining communication with contacts in personal network...83.1 Evaluate methods for researching prospective customer organisations suitable for consultative selling.................................................................................................................83.2 Evaluate methods for establishing rapport and own credentials with customer organisation............................................................................................................................93.3 Evaluate strategic questions to identify issues in the customer organisation which........9represent sales opportunities..................................................................................................93.4 Quantify in financial and strategic terms the effects of the most important issue or.......9opportunity.............................................................................................................................93.5 Evaluate solutions for the customer organisation issue.................................................104.1 Describe the importance of and the need for stakeholder analysis................................104.2 Describe how to identify and analyse the needs and concerns of different stakeholders..............................................................................................................................................115.1 Evaluate the concept of monitoring and control in maintaining relationship management activities..........................................................................................................111

Sales Management5.2 Evaluate own organisation’s requirements relating to monitoring and control activities..............................................................................................................................................115.3 Evaluate methods of formal and informal feedback for monitoring of key customer activities...............................................................................................................................125.4 Identify and evaluate techniques to be used to analyse information obtained during monitoring and control.........................................................................................................125.5 Identify key strengths and weaknesses of the relationship and areas for improvement12References................................................................................................................................132

Sales ManagementAssessment criteria:1.1 Explain what information is needed about the account and competitors Account managers need to gather several information related to the existing key accounts or key customers and the prospective ones from future. The account managers need to conduct evaluation of the potential customers and also the existing ones through review of the accounts from time to time for finding out the last few transactions with the customers. As forexample, the account managers in the sales or marketing department should first undertake segmentation of the potential customers and also engage in the evaluation of the existing customers and suppliers for identifying the strengths and weaknesses of the particular customer account against the other competing customers and suppliers [ CITATION Lis15 \l 1033 ]. This enables the organisation with the ability to select the most potential customers that will be the source of the maximum possible revenue and profitability for the firm. The analysis of the different customers and suppliers is done with the help of a three-stage model known as Account Identification and Selection Matrix (AISM). The three stages of customer and supplier analysis are as follows:Customer Attractiveness Factors (CAF).3

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