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Beth Rogers: "How can you manage your Key Accounts, when they think they are managing you? - a model for developing business relationships"
- 1. How can you manage your key accounts, when they think they are managing you? Beth Rogers Athens Sales Management Forum September 21 st 2007
- 3. The history of sales Go out and get the numbers!!!!!!!!!
- 5. Where does this leave marketing? “ We believe that a 20% gain in profits can be realized by companies that improve a poorly working marketing/sales relationship Into a better one.” Kotler, Rackham et al, 2006
- 7. Managing business relationships Rogers B, 2007 Sales takes the lead Marketing takes the lead strategic co - operative tactical prospective Our value to the customer strategic co - operative tactical prospective High Low Low High Customer value to us
- 12. Managing risk in business relationships Rogers B, 2007 strategic co - operative tactical prospective Our value to the customer strategic co - operative tactical prospective High Low Low High Customer value to us
- 15. Purchasing strategy Kraljic 1984 Leverage Bottleneck Strategic Non-critical Importance of purchase (profit impact) Complexity/risk in supply market