??????? Large Account Management

1
???????Large Account Management

• Agenda
• ????????
• ?????
• ???????????

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2
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• ?? Inquiry , not just Ask
• ?? Listen, not just Hear
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• ????? ????? Over promise
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3
?????Large Account Management

• Agenda
• ????????
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• ???????
• ???????????

4
?????Large Account Planning

• ?? Objectives
• ??????, ?????? Achieve target, grow share
• ???????? Better understand our Top / Key
  customers
• ??????????? Strategy development for balance
  growth
• ????????? Opportunity identification and
  resources planning
• ????????? Coverage Planning at all level
• ?????? Define our value proposition
• ????????? Know our competition and beat them
• ??????? Effective team communications
• ??????????

5
????? ????Account Planning Review Template

• ???? Account Profile
• ???? Financials
• ????? Organization Chart
• ?? History
• ???? Key Account Strategies
• ?????????
• ???????
• Customer Value Proposition and Business Roadmap
• ??
• ???? How will we win
• ???? / ????
• Key Actions and Support Requirements

6
????? ????Key sections

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7
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8
????? ????Account Planning Review Template

• ???? Account Profile
• ???? Key Account Strategies
• ????
• ???????????????? ???
• ??? ??????????? ???
• ???? Coverage Plan (???????????)
• ???????
• ?????????????????????
• Customer Value Proposition and Business Roadmap
• ??
• ???? How will we win
• ???? / ????
• Key Actions and Support Requirements

9
????? ???????????
Customer Satisfaction Window
????? Customer Doesnt Want
???? Customer Wants
???? Customer Gets
????? Target
???? Wasting Resources
????? Customer Doesnt Get
???? No problem
??! Out of here!
10
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??????? Customer Wants needs
????? Customer Doesnt Want
???? Customer Wants
???? Customer Gets
????? Target
???? Wasting Resources
????? Customer Doesnt Get
???? No problem
??! Out of here!
?? ????? ??????(Wants vs Needs)

• ??
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12
????? ????Account Planning Review Template

• ???? Account Profile
• ???? Key Account Strategies
• ????
• ???? Coverage Plan (???????????)
• ???????!????????!
• ???????
• ?????????????????????
• Customer Value Proposition and Business
  Roadmap
• ??
• ???? How will we win
• ???? / ????
• Key Actions and Support Requirements

13
?????Large Account Management

• Agenda
• ????????
• ?????
• ???????????

14
???????

• 27 x 0.7 x 300 x 3 18000
• (27 x 0.7 x 300 x 3) (10 x 1000) 20800
• 27 x 500 x 12 152000
• (27 x 500 x 12) (27 x 2000) 206000

15
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