Enviar pesquisa
Carregar
Key Account Management
•
141 gostaram
•
50,810 visualizações
Aristoteles Kabarganos
Seguir
Key Account Management
Leia menos
Leia mais
Negócios
Denunciar
Compartilhar
Denunciar
Compartilhar
1 de 20
Recomendados
Key Account Management
Key Account Management
guest177ff19
Key Account Management
Key Account Management
Steve Soman
Key Account
Key Account
Training House Consulting (Pvt.)Ltd.
Strategic Account Management Presentation
Strategic Account Management Presentation
malleway
Concept Of Key Account Management
Concept Of Key Account Management
Ravi Ayilavarapu
What is Key Account Management
What is Key Account Management
Steve Williams
KAM STRATEGY
KAM STRATEGY
Terry Woods
5 Steps to Effective Key Accounts Management
5 Steps to Effective Key Accounts Management
Boom San Agustin, CSP, CC, CL
Mais conteúdo relacionado
Mais procurados
What is Key Account Management?
What is Key Account Management?
Pipeliner CRM
Key Account Management
Key Account Management
Shahzad Khan
Account planning frameworks
Account planning frameworks
DemandFarm
Key Account management
Key Account management
Sayan Ghosh
12___key accounts management
12___key accounts management
ahmadUzair16
Customer Acquisition PowerPoint Presentation Slides
Customer Acquisition PowerPoint Presentation Slides
SlideTeam
Masterclass key-account-management
Masterclass key-account-management
nirosuganya
Key account management_plan
Key account management_plan
salmanadamjee
How to Write a B2B Sales Playbook
How to Write a B2B Sales Playbook
Carrie Morgan
B2B Strategic Account Management - SAM
B2B Strategic Account Management - SAM
Ian Dainty
Sales Enablement Plan Playbook
Sales Enablement Plan Playbook
Demand Metric
Sales Playbook Template
Sales Playbook Template
Demand Metric
Key account management
Key account management
Chaitrali Gijare
Key Account Management
Key Account Management
Ossama Motawae
Nine-Grid Key Account Management
Nine-Grid Key Account Management
Boom San Agustin, CSP, CC, CL
Key Account frameworks
Key Account frameworks
DemandFarm
Sales playbook
Sales playbook
Bruce Kopkin
Sales Planning - Sales Strategy Template
Sales Planning - Sales Strategy Template
Four Quadrant LLC
Go-to-Market Strategy
Go-to-Market Strategy
Jeremy Horn
Strategic Account Management
Strategic Account Management
Peter Gilbert
Mais procurados
(20)
What is Key Account Management?
What is Key Account Management?
Key Account Management
Key Account Management
Account planning frameworks
Account planning frameworks
Key Account management
Key Account management
12___key accounts management
12___key accounts management
Customer Acquisition PowerPoint Presentation Slides
Customer Acquisition PowerPoint Presentation Slides
Masterclass key-account-management
Masterclass key-account-management
Key account management_plan
Key account management_plan
How to Write a B2B Sales Playbook
How to Write a B2B Sales Playbook
B2B Strategic Account Management - SAM
B2B Strategic Account Management - SAM
Sales Enablement Plan Playbook
Sales Enablement Plan Playbook
Sales Playbook Template
Sales Playbook Template
Key account management
Key account management
Key Account Management
Key Account Management
Nine-Grid Key Account Management
Nine-Grid Key Account Management
Key Account frameworks
Key Account frameworks
Sales playbook
Sales playbook
Sales Planning - Sales Strategy Template
Sales Planning - Sales Strategy Template
Go-to-Market Strategy
Go-to-Market Strategy
Strategic Account Management
Strategic Account Management
Semelhante a Key Account Management
Strategic
Strategic
Sanju Jeeboy
Vicki or
Vicki or
Victoria Radford
Beth Rogers: "How can you manage your Key Accounts, when they think they are...
Beth Rogers: "How can you manage your Key Accounts, when they think they are...
Uroborus
National Sales Convention, Kuala Lumpur
National Sales Convention, Kuala Lumpur
Ekta Grover
Customer Relationship Management unit 1 introduction
Customer Relationship Management unit 1 introduction
Ganesha Pandian
Customer relationship management unit 1 introduction
Customer relationship management unit 1 introduction
Ganesha Pandian
Strategic Planning And Budgeting Part 2: Alignment, Budgeting, and Resources
Strategic Planning And Budgeting Part 2: Alignment, Budgeting, and Resources
Kenny Ong
keyaccountmanagement-091023150305-phpapp01.pptx
keyaccountmanagement-091023150305-phpapp01.pptx
MAbdulMoid
ABM Analytics Super Bowl 4: Up Your Game: Activating Your ABM Content to Meas...
ABM Analytics Super Bowl 4: Up Your Game: Activating Your ABM Content to Meas...
Engagio
Building A Value Propostion
Building A Value Propostion
Peter Gilbert
Managing sustainable business brief
Managing sustainable business brief
Masoud Khan
Managing sustainable business in Challenging Markets
Managing sustainable business in Challenging Markets
Masoud Khan
Crm
Crm
Vishal Wadekar
Crm 27 Aug08[1]
Crm 27 Aug08[1]
dimplenift
Customer relationship management
Customer relationship management
Dimple ..
Crm
Crm
robinslides
Stretch Ariba Commerce Strategic Procurement
Stretch Ariba Commerce Strategic Procurement
SAP Ariba
CRM Creating Customer Advoacates[1]
CRM Creating Customer Advoacates[1]
Marino Associates, LLC
Selling Your Business Blue Sky Version V1
Selling Your Business Blue Sky Version V1
BlueSky Group, LLC
Growth in challenging times costs
Growth in challenging times costs
SeymourSloan
Semelhante a Key Account Management
(20)
Strategic
Strategic
Vicki or
Vicki or
Beth Rogers: "How can you manage your Key Accounts, when they think they are...
Beth Rogers: "How can you manage your Key Accounts, when they think they are...
National Sales Convention, Kuala Lumpur
National Sales Convention, Kuala Lumpur
Customer Relationship Management unit 1 introduction
Customer Relationship Management unit 1 introduction
Customer relationship management unit 1 introduction
Customer relationship management unit 1 introduction
Strategic Planning And Budgeting Part 2: Alignment, Budgeting, and Resources
Strategic Planning And Budgeting Part 2: Alignment, Budgeting, and Resources
keyaccountmanagement-091023150305-phpapp01.pptx
keyaccountmanagement-091023150305-phpapp01.pptx
ABM Analytics Super Bowl 4: Up Your Game: Activating Your ABM Content to Meas...
ABM Analytics Super Bowl 4: Up Your Game: Activating Your ABM Content to Meas...
Building A Value Propostion
Building A Value Propostion
Managing sustainable business brief
Managing sustainable business brief
Managing sustainable business in Challenging Markets
Managing sustainable business in Challenging Markets
Crm
Crm
Crm 27 Aug08[1]
Crm 27 Aug08[1]
Customer relationship management
Customer relationship management
Crm
Crm
Stretch Ariba Commerce Strategic Procurement
Stretch Ariba Commerce Strategic Procurement
CRM Creating Customer Advoacates[1]
CRM Creating Customer Advoacates[1]
Selling Your Business Blue Sky Version V1
Selling Your Business Blue Sky Version V1
Growth in challenging times costs
Growth in challenging times costs
Mais de Aristoteles Kabarganos
How to win SAP as a new client
How to win SAP as a new client
Aristoteles Kabarganos
It services, it consulting and outsourcing in central europe
It services, it consulting and outsourcing in central europe
Aristoteles Kabarganos
Sales enablement in retail banking ariston group
Sales enablement in retail banking ariston group
Aristoteles Kabarganos
Customer management assessment
Customer management assessment
Aristoteles Kabarganos
Channel Partner Management
Channel Partner Management
Aristoteles Kabarganos
How to develop a useful marketing plan
How to develop a useful marketing plan
Aristoteles Kabarganos
Sales Excellence
Sales Excellence
Aristoteles Kabarganos
Mais de Aristoteles Kabarganos
(7)
How to win SAP as a new client
How to win SAP as a new client
It services, it consulting and outsourcing in central europe
It services, it consulting and outsourcing in central europe
Sales enablement in retail banking ariston group
Sales enablement in retail banking ariston group
Customer management assessment
Customer management assessment
Channel Partner Management
Channel Partner Management
How to develop a useful marketing plan
How to develop a useful marketing plan
Sales Excellence
Sales Excellence
Último
Company Profile and SWOT Analysis Product List.pdf
Company Profile and SWOT Analysis Product List.pdf
RobertPhillips265023
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
Stephan Koning
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
P&CO
Al Taj Al Malaki Company Profile -------
Al Taj Al Malaki Company Profile -------
ThanzirNazer
AL Satwa Dubai Call Girls +971552825767 Call Girls In AL Karama
AL Satwa Dubai Call Girls +971552825767 Call Girls In AL Karama
Dubai Escort Service +971564212067 Top Punjabi Model Call In Dubai
Human Resource Management Chapter 9: Performance Management and Appraisal
Human Resource Management Chapter 9: Performance Management and Appraisal
gomezdominic3
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
APCO
Entrepreneurship and individuals workshop
Entrepreneurship and individuals workshop
P&CO
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
believeminhh
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdf
HajeJanKamps
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Sourav Sikder
7movierulz.uk
7movierulz.uk
aroemirsr
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
Thailand Board of Investment North America
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
Helene Heckrotte
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access
MC Heights construction company in Jhang
MC Heights construction company in Jhang
mcgroupjeya
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
Wristbands Ireland
מיסוי רילוקיישן לפורטוגל- היבטי מיסוי ישראלי ופורטוגלי
מיסוי רילוקיישן לפורטוגל- היבטי מיסוי ישראלי ופורטוגלי
Ben Shushan & Co. C.P.A (Isr.)
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access
Último
(20)
Company Profile and SWOT Analysis Product List.pdf
Company Profile and SWOT Analysis Product List.pdf
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
Al Taj Al Malaki Company Profile -------
Al Taj Al Malaki Company Profile -------
AL Satwa Dubai Call Girls +971552825767 Call Girls In AL Karama
AL Satwa Dubai Call Girls +971552825767 Call Girls In AL Karama
Human Resource Management Chapter 9: Performance Management and Appraisal
Human Resource Management Chapter 9: Performance Management and Appraisal
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Entrepreneurship and individuals workshop
Entrepreneurship and individuals workshop
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
7movierulz.uk
7movierulz.uk
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
MC Heights construction company in Jhang
MC Heights construction company in Jhang
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
מיסוי רילוקיישן לפורטוגל- היבטי מיסוי ישראלי ופורטוגלי
מיסוי רילוקיישן לפורטוגל- היבטי מיסוי ישראלי ופורטוגלי
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
Key Account Management
1.
2.
3.
KAM is fashionable
but also difficult
4.
KAM can develop
beyond partnership to more synergies
5.
There are mismatches
between suppliers and customers
6.
KAM does reduce
costs and improve quality
7.
A key account
manager needs a comprehensive skill-set
8.
9.
10.
Loose-win
11.
12.
13.
14.
15.
16.
17.
18.
Driven
by price, success measured by price
19.
Probably
multi-sourcing
20.
Easy
to exit
21.
Single
point of contact
22.
Business
relationship only
23.
Very
little information sharing
24.
Reactive
rather than proactive
25.
Probably
low common interest
26.
Organization suits selling
company
27.
Reward
structure of KAMgrsparamount
28.
Small
chance of growing business
29.
30.
31.
32.
Principal
or sole supplier
33.
Exit
more difficult
34.
Larger
number of multi-functional contacts
35.
Developing
social relationships
36.
High
volume of dialogue
37.
Streamlined
processes
38.
High
level of information exchange, some sensitive
39.
Better
understanding of customer
40.
Development
of trust
41.
Pro-active
rather than reactive
42.
Prepared
to invest in relationship
43.
Wider
range of joint and innovative activity
44.
Joint
strategic planning, focus on the future
45.
46.
47.
48.
49.
50.
51.
52.
53.