Okay, here is the translation following your instructions: Key Account Strategy and Management

Author: Hao Yufeng
Publisher:
Publish Date: 2005-10-01
Features:
Haier: Implementing a large customer and large order strategy, with products fully entering the global TOP 10 large chain channels.
Xerox: 250 large customer representatives and 250 centralized executives jointly manage 250 large customers.
Dell: Establishing archives for large customers, adopting a single point of contact responsibility system, and providing one-on-one service.
Coca-Cola: Defining large customers as those who have a significant impact on the company's business or image.
HP: Offering large customer sales management courses to train large customer sales managers and their teams.
BT (British Telecom): Expanding international business through large customer development, achieving stable revenue.
Cisco: Global large customers account for about 30% of total business volume.
Lenovo: Mastering customer relationships, adopting a customer-oriented marketing model, reorganizing tasks, and refining customer management.
P&G (Procter & Gamble): Arranging a strategic customer management team to cooperate with Walmart to save costs and increase gross profit.
Motorola: Meeting the needs of large customers, integrating service and sales, and providing solutions for large customers.
BenQ: Close cooperation with large customers has gained rich experience and broad development space.
Siemens: Large customers are important assets of the company, and developing large customers is an effective way to increase market share.
COSCO (China Cosco): Signing strategic cooperation agreements with large customers to carry out cooperation, save costs, and enhance competitiveness.
Air China Provincial Company: Developing large customer business is the necessary path to participate in market competition.
The Large Customer Management Series consists of four books: "Large Customer Strategy and Management," "Large Customer Sales Management," "Large Customer Team and Goal Management," and "Large Customer Market and Customer Management." The content of each book is independent and forms a complete system, aiming to comprehensively interpret all aspects of large customer management suitable for China.
1. Large Customer Strategy and Management
This book explores large customer-oriented strategy and management. Through systematic analysis of the definition, classification, market characteristics, and procurement characteristics of large customers, we will grasp the key factors in their procurement and our value positioning. We will establish a large customer strategy, determine our ideal target large customer group at a strategic level, and enhance the sustainable performance of large customer management through the design and implementation of strategic management, goal management, sales management, market management, team management, and customer management for large customers. This will achieve long-term win-win or multi-win outcomes with large customers.
2. Large Customer Sales Management
This book explores large customer sales management, defining the large customer sales management process, understanding the operations and supplier strategies of large customers, evaluating large customer value and sales opportunities, and mastering the characteristics, skills, and sales patterns of each stage in the large customer sales management process. We will identify the management objectives, key tasks, and sales techniques for customers in each sales stage; grasp the process management tools and methods in each stage of the large customer sales management process to achieve more reasonable control over the sales management process and improve our ability to grasp the sales situation of large customers.
3. Large Customer Team and Goal Management
This book explores how to build and manage team goal management for large customers. We will assess the core capabilities of large customer team management, define our value positioning and what we should do; develop team action plans to enhance the self-efficacy management, knowledge, sales, and interpersonal skills of team members. We will master the management model and methods of large customer managers, self-check methods, large customer plans, and the analysis and priority management of potential orders. We will systematically manage specific large customer projects; design performance and management policies and corporate culture for core teams to maintain team stability and high growth.
4. Large Customer Market and Customer Management
This book explores large customer-oriented market and customer management, defining large customer marketing and customer relationship management. By establishing a marketing model for large customers and setting a marketing toolset for large customers, we will define the key paths, key technical means, and main methods to enhance customer relationship quality in large customer relationship management. We will practically operate several common marketing methods for large customers through effective customer relationship management to stabilize customer relationships, strengthen the management capabilities of large customers, expand customer demand, achieve sustainable sales, and enhance the management and control capabilities of large customer marketing.
The Large Customer Management Series is suitable for business managers and directors, department managers, branch managers, regional managers, sales managers, large customer managers, and large customer management personnel engaged in marketing and customer management. The features of the Large Customer Management Series are mainly reflected in:
1. Strong Targeting: Focusing on key processes and control points in large customer management, while proposing practical large customer strategy and management solutions.
2. High Operability: Based on practical experience, focusing on key links in the identification, sales, service, and management of large customers in actual work, combined with a large number of detailed management templates, charts, and cases, which can be directly applied to practical work.
3. Comprehensive Content: Comprehensively analyzing all aspects of large customer management, striving to provide an in-depth interpretation of the profound connotations and management practices of large customer strategy and management from all angles.
4. Strong Guidance: Combining precise management charts, management processes, management systems, and case analyses, the book offers a panoramic view and serves as a model for large customer strategy and management.