Ask a question from expert

Ask now

Developing Customer Account- Research Article

13 Pages3244 Words182 Views
   

Added on  2019-09-24

Developing Customer Account- Research Article

   Added on 2019-09-24

BookmarkShareRelated Documents
Understanding and developing customer accountsNAME OF THE STUDENTNAME OF THE UNIVERSITYAUTHOR’S NOTE
Developing Customer Account- Research Article_1
Table of ContentsIntroduction:................................................................................................................................................21. Understand buying practices of customers..............................................................................................21.1 Evaluation the organizational and personal influences of decision making unit on buying practices21.2 Choice criteria of customers and how such criteria affects sales.......................................................21.3 preferred supplier status:....................................................................................................................31.4 Identify buying practices used by organizations................................................................................31.5 Evaluate measures of quality relating to buying and accredited quality programmers.......................41.6 Identify capability and capacity assessments customers undertake on potential suppliers.................42.Understand customer support issues....................................................................................................52.1 organizations develop product or service specifications for buying purposes:...................................52.2 Technical and resource support provided by own organization adds value for the customer.............52.3 Evaluate competitive practices relating to the decision making process............................................53.Understand own organization’s unique business value........................................................................61.1Evaluate own organization’s activity plans in relation to customers............................................63.2 organization’s ability to respond to customer buying requirements...................................................64.able to prepare for customer procurement...........................................................................................64.1 Explain how to maintain and update own knowledge of customers’ industry sectors........................64.2 organization can influence the criteria customers use to select suppliers...........................................74.3 attractiveness and compatibility of the customer to own organization...............................................74.4 Existing suppliers of customers and conduct a competitor analysis to identify own organization’s strengths and weaknesses........................................................................................................................74.5 strategies for achieving preferred supplier status...............................................................................74.6 Evaluate existing contracts between competitors and the customer...................................................84.7 organization’s contractual practices relating to determining supply terms and conditions.................85.Use information gathered to plan to develop customer accounts.........................................................8
Developing Customer Account- Research Article_2
5.1 tactics which could be utilized to achieve the strategies in developing and winning new accounts...85.2 The importance of ongoing evaluation and monitoring of own current customer accounts...............85.3 Evaluate own current customer accounts...........................................................................................95.4 Use information gathered to plan to develop current and new accounts............................................9Conclusion:..................................................................................................................................................9
Developing Customer Account- Research Article_3
Introduction: The research article present for developing customer account for business survival andexpansion. The business organization will survive only, if there are accurate interaction withcustomer and supplier of customer. The organization should ensure customer issues and providesatisfactory result. So, customer interaction is key aspect of business development. The researcharticle discusses different aspect of customer account developing. 1. Understand buying practices of customers 1.1 Evaluation the organizational and personal influences of decision making unit onbuying practices The organization attract customer in order to buy product, so there are significant elementinfluence of decision making unit on buying practices such as economic factor, functional factor,marketing mix factors, personal factors , psychological factor, social factor and cultural factor.These are factors affect the decision making unit. That is also considering the buying decision,contact discovery, sales service and account profiting Jayabalan, V. (2009). 1.2 Choice criteria of customers and how such criteria affects sales Product or service price: this is important factor of selection of product that needs to buy ornot. The customer always ensures that price of product will economic according to brand, qualityand service. So, the product price is important factor for customer’s selection criteria. Life-style and appearance: the customer is influence by those product or service which ismatch with life style and personal choice. The potential customers prefer selected choice andspecific criteria. Quality: the customer purchases that product which must durable, economic and good quality.The product quality is equal priority for product selection. These criteria will decide productcost, target audience, marketing tactic etc. The product price, quality, marketing, potentialcustomer interest needs to consider while preparing product and that affect the cost of product,that can be chain of sales and affect customer selection.
Developing Customer Account- Research Article_4

End of preview

Want to access all the pages? Upload your documents or become a member.

Related Documents
Understanding And Developing Customer Accounts
|20
|3495
|428

UNDERSTANDING AND DEVELOPING CUSTOMER ACCOUNTS
|13
|2993
|161

Relationship Management for Account Managers - Desklib
|16
|3434
|469

MARKETING INTRODUCTION TABLE OF CONTENT INTRODUCTION 3 1.1: Main Stages of Purchase Decision Making
|19
|6105
|386

Consumer Behaviour and Insight in B2B and B2C Decision Making
|13
|3929
|154

Principles of Marketing INTRODUCTION 3 PART A4
|15
|4254
|416