By Terry R. Bacon Ph.D.
In such a lot companies, eighty percentage of the profit comes from 20 percentage of the purchasers. This disproportionately vital workforce needs to be controlled in a different way from different bills. This ebook provides a suite of methods for development kin with such clients. the data is extra clarified with case stories, examples, checklists, drawings, charts and tables.
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Extra resources for Selling to major accounts: tools, techniques, and practical solutions for the sales manager
According to the Wall Street Journal this movement to reduce the number of suppliers a company works with is gaining momentum. Xerox reported a 90 percent reduction (from 5,000 suppliers to 500); Motorola, 70 percent; DEC, 67 percent; and General Motors and Ford, 45 percent and 44 percent, respectively. An A. T. Kearney study reports that three-quarters of the corporations it surveyed were reducing the number of regular suppliers. 1 This trend may be the best evidence that the world of commerce is changing and that we must build stronger relationships with our key customers.
Cm. Includes bibliographical references and index. Selling-Key accounts. Customer loyalty. Title. D. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019 Printing number 10 9 8 7 6 5 4 3 Page v CONTENTS Preface xi Part I Introduction 1 1 What Is Strategic Account Management?
In chapter 2, I discuss the roles and responsibilities of strategic account managers and the key executives who support them. Finally, chapter 3 describes the four types of relationships you can have with your customersfrom vendor to strategic ally. One of the principal aims of strategic account management is to establish stronger bonds with your key customers, and chapter 3 describes the progression from the weakest to the strongest type of relationship. 1 Benson P. Shapiro and John Wyman, "New Ways to Reach Your Customers," in Seeking Customers, ed.