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Abstract
You can contact me on willem@BusinessBeyondCoffee.au
NO GIMMICKS, NO FREEBEES,
JUST PLAIN GOOD SOLID ADVICE & STEP BY STEP GUIDANCE THAT IS PROVEN TO
WORK
"7 STEPS TO MAXIMIZE RETURNS FROM YOUR MAJOR CUSTOMERS"
The customer, be it the internal or external customer, always has and
always will be the means to survival for any organisation. There has
been no change in the fact that yesterday, today and tomorrow, the
customer remains the life-blood of any company, no matter if that
company is a producer of a product or a provider of services, large or
small, single location or multiple outlet.
Key Account Management = Survival
In the past few years the Consultant - the person who was employed to
consult and provide advice to the customer - is being replaced by the
Account Manager, one who is supposed to give the impression that the
focus is on, and special attention is being given to, managing the
relationship between company and client.
Yet most don't do even the most basic SWOT Analysis! (I'll show you
how.)
Many of todays organisations still deploy an external sales force in
order to get more customers, attempt to keep the customers they have
got and if possible even milk some more sales out of the ones that have
been on the books for a while.
BUSINESS BEYOND COFFEE goes past the social customer contact and looks
at how you should work with and manage your customers, by moving onto
Strategic and Controlled Key Account Management.
This practical workbook aims to give an insight into managing your
critical few Key Customers and present the reader with proven
guidelines and methods to assist with the introduction and
implementation of effective Key Account Management, into any
organization, regardless of size and do so at your own pace.
Behind all this activity remains the main objective,
that of improving the business
relationship.
Developing relationships with clients is much like climbing a ladder of
loyalty and improving the relation from one of prospect and customer -
with the emphasis on prospecting and getting the customer to buy
something - to one of where the relationship is one of supporter or
even an advocate of the company - where the emphasis is on enhancing
and developing the relationship.
7 STEPS TO MAXIMIZE RETURNS FROM YOUR MAJOR CUSTOMERS
includes complete detail & instruction on all of the following:
What is Key Account Management?
Who should adopt Key Account Management?
What are the benefits?
When to adopt Key Account Management
What is a Major Account?
Is there enough Cross-pollination from your various Business Units?
Different Account Managers and their functions
Do we have the right people?
What does an Account Managers job description look like?
Remuneration
Different team structures for different situations
Portfolio allocation and the establishment of Teams
The role of the Account Manager
Where does the Account Manager fit?
Who reports to whom?
Why do people not plan?
The aims of account planning
Who puts the Account Plan together?
Key Account Management is a participative process.
Five steps of account planning
History, structure and make-up of the customer
Complete description of services & product sold
Contacts and key players
SWOT analysis
Objectives and strategic direction
Action Plans
Two styles of Account Plans
Transferring Action Plans to the diary
Annual re-assessment and update of the account plan
Account Planning forms part of the budget process
Where does the customer fit in?
Key Performance Indicators (KPI)
Communication
It is managements responsibility to drive
Restructuring the Sales Team
The internal sell
Workshop to learn and practice
What objections may be encountered on the way?
Original apprehension
Will I lose my contact?
Make Key Account Management work
With the economic recovery just around the corner you need to
protect & grow your customer base
will show you how to introduce simple strategies to
Improve your Key Account Management
Increase your Sales, Profit & ROI
Other Sales tools
BUSINESS BEYOND COFFEE is for the person who is to be involved anywhere
within customer chain, no matter what the intensity of their
participation or the capacity of their function. Those closely
associated with Key Account Management will find a complete explanation
and guide to what benefits it will bring them and how they can
positively contribute to the well being of the organisation.
The salesperson wishing to step up and improve the relationship and
subsequent results with the customer, will find this book helpful and
the sales manager, Account Manager and Team member will find all the
information and guidance needed to prepare and work Account Plans
effectively.
BUSINESS BEYOND COFFEE is written for the marketing manager wishing the
company to becoming a market driven organisation. It shows how to
facilitate the development of new products and services through
innovation and Value-Adding with increased involvement of the customer.
BUSINESS BEYOND COFFEE is written for the person charged with the
assessment, evaluation and introduction of Key Account Management. It
will assist all levels of management through the provision of methods
and guidelines for the setting up and implementation of REAL Account
Management.
This book is for the Champion and provides day-to-day guidance for the
introduction of Key Account Management, the preparation of Account
Plans and the ongoing workings by Account Teams.
Anyone can use it - All will benefit
IT IS SIMPLE
When you subscribe to the philosophy that good principles dont change
and that in order for them to be successful they only have to be
adjusted for their particular environment, then following the
principles and methods outlined in this handbook will bring advantages
and benefits both for the individual as well as the company as a total
entity.
IT WORKS
WHAT WILL IT DO FOR YOU?
IT WILL ADD $$$'S TO YOUR BOTTOM LINE
key_account_management001017.gif-
Perhaps you need to write your own ebook or manual?
key_account_management001016.jpg-
Account Managers need to improve speaking in front of an audience.
This will help you.
key_account_management001015.jpg-
Account Managers need to write strong business letters.
Get this kit.
key_account_management001014.gif-
key_account_management001013.gif-
Even if you get only half of a new idea from reading
7 STEPS TO MAXIMIZE RETURNS FROM YOUR MAJOR CUSTOMERS
your investment is paid for 100 fold.
Or
Or
Click to buy the workbook for
immediate download in pdf format
Available immediately by download in pdf format
Available immediately by download in pdf format, formatted for
electronic devices
such as notebooks and PC.
key_account_management001011.gif-
(Sponsored links)
paypal_mark_50x34.gif-
ONLY $ 37 AUST
paypal_mark_50x34.gif-
I HAVE BEEN PAID $1000's TO INTRODUCE THESE SIMPLE PROCESSES TO
COMPANIES
NOW YOU CAN DO IT YOURSELF WITH THE HELP OF THIS EASY TO FOLLOW
HANDBOOK
IT INCLUDES EVERYTHING YOU NEED TO KNOW & DO TO INTRODUCE KEY ACCOUNT
MANAGEMENT AND INCREASE YOUR SALES & PROFIT
Willem Schadd - Author and Consultant. His workbook will take you
through the process, step by step.
or, for a modest fee, he will work with you and your team to introduce
REAL Account Management into your organisation.
Contact Willem at
willem@BusinessBeyondCoffee.au
The ULTIMATE CRM program
IMPROVE
KEY ACCOUNT MANAGEMENT
IMPROVE
BOTTOM LINE RESULTS
Can you afford not to?
I know what salesteams need when it comes to tools.
Here's how inexpensive this workbook really is.
The price is only $37.
Key Account Management for one customer?................. Can do!
Key Account Management for an entire salesteam?....................Can
do!
Key Account Management for a market driven company focus?..........Can
do!
Learn all about Account Management for your next career
move?..................Can do!
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key_account_management001004.jpg-
key_account_management001003.jpg-
There are many new sales in referrals.
Account Managers need to know how to increase prices.
This will show 46 ways.
Managers have to do performance reviews.
Great tips.
key_account_management001002.jpg-
Click here to see sample text
Click here to see sample text
End of Abstract
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