Key Account Management - Team and Goal 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, gaining stable revenue.
Cisco: Global large customers account for about 30% of total business volume.
Lenovo: Mastering customer relationships, adopting a customer-oriented marketing model, reassigning roles, and refining customer management.
P&G (Procter & Gamble): Arranging a strategic customer management team to collaborate with Walmart to save costs and increase gross profit.
Motorola: Meeting large customer needs, 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 the company's important assets, and developing large customers is an effective way to increase market share.
COSCO (China Ocean Shipping Company): Signing strategic cooperation agreements with large customers to reduce 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
In this book, we will explore 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 procurement factors and our value positioning, establish large customer strategy, and determine our ideal target large customer group at a strategic level. Through the design and implementation of strategic management, goal management, sales management, market management, team management, and customer management for large customers, we will enhance the sustainable performance of large customer management and achieve long-term win-win or multi-win outcomes with large customers.
2. Large Customer Sales Management
In this book, we will explore large customer sales management, define the large customer sales management process, understand the operations and supplier strategies of large customers, evaluate large customer value and sales opportunities, and master 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
In this book, we will explore how to build and manage team goal management for large customers, evaluate the core capabilities of large customer team management, define our value positioning and what we should do; formulate team action plans, enhance team members' self-efficacy management, knowledge, sales, and interpersonal skills, master the management model and methods of large customer managers, and self-check methods. We will master large customer plans, analyze and control the priority management of potential orders, and 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
In this book, we will explore large customer-oriented market and customer management, define large customer marketing and customer relationship management, and through the development of a marketing model for large customers and the setting of a marketing tool set for large customers, define the key paths, key technical means, and main methods to improve customer relationship quality in large customer relationship management. We will practically operate several common marketing methods for large customers and, through effective customer relationship management, 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, directors, department managers, branch managers, regional managers, sales managers, large customer managers, and large customer management personnel engaged in marketing and customer management. The characteristics of the Large Customer Management Series are mainly reflected in:
1. Strong targeting: While focusing on key processes and control points in large customer management, it proposes practical large customer strategy and management solutions.
2. Strong operability: Starting from practical experience, it focuses on key links in the large customer identification, sales, service, and management process 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: It comprehensively analyzes all aspects of large customer management, aiming 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: The book combines precise management charts, management processes, management systems, and case analyses, offering a panoramic view and serving as a model for large customer strategy and management.