Presentatie Large Account Management voor NHL
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Heb een prestentatie over Account Management gegeven aan studenten van de Noordelijke Hogeschool Leeuwarden (NHL), die momenteel de Minor Sales volgen. Middels dergelijke presentaties uit het bedrijfsleven komen de studenten in aanraking met commercie in de praktijk.
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The document outlines the 5 steps to effective key account management:
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4. Take action by implementing the strategies.
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“Focus is essentieel, dat doen waar je goed in bent. Kies een sterke
strategie voor succes in sales: praktisch, no-nonsense en duidelijk.”Strategic Account Management Presentation
Strategic Account Management (SAM) is a strategic approach used to ensure the long-term development and retention of major customers. It provides a means to develop and nurture relationships with strategic customers. SAM requires developing deep understanding of customers' businesses and tailoring long-term product/service offerings to their specific needs, with the goal of developing collaborative partnerships. Effective SAM involves selecting and categorizing the most important customers that are aligned with the company's strategic vision, then developing individual multi-year strategies and relationships with each.
Slides webinar 1. Selectie Key Accounts
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Key Account Management Plan
This is meant to provide interested parties of an example of what a KAP could look like. It is subject to change and is dependent to specific requirements of companies and their reflective market places, accounts, customers, and competition. It is merely an example.
If you chose to use it, it is at your own risk of success.
Key Account Management
Key account management is a strategic business approach that ensures long-term partnerships with important customers. It is an integrative element of business strategy, not an isolated process. For KAM to achieve its full potential, it must be positioned as core to the business. Developing internal capabilities through knowledge, structures, systems and tools is also required for long-term success. The objectives of KAM include maximizing sales velocity, increasing average deal size and customer loyalty to drive down costs and create value for customers.
Strategic Account Plan Template
The Strategic Account Plan is designed to help the account management team effectively prepare and stay focused on the customer’s business objectives and goals to ensure they achieve the planned results, create a consistent experience for the customer, and ultimately identify how they can make a positive impact on the customer’s business.
Key Account Notes (KAM201302)
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In een salesomgeving waar de klant steeds beter in staat is om leveranciers te kwalificeren en selecteren krijgt onderscheidend vermogen een nieuwe dimensie. Het onderscheidende vermogen van het product of de onderneming is niet meer bepalend, het onderscheidende vermogen van de salespersoon is bepalend. Wat voegt hij of zij toe zodat de klant succesvoller wordt?
De tijd dat een mooi pak, een goede ‘babbel’, een sterk product en een goede brochure voldoende was voor succes ligt al ver achter ons. Een kop koffie drinken en het geven van korting is ook niet meer voldoende om relaties met klanten in stand te houden. Loyaliteit wordt steeds meer een rekbaar begrip. Er is meer nodig om duurzaam succesvol te zijn in sales, veel meer!
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The document discusses key account management. It outlines the importance of key account management in maintaining structured communication with customers. It then describes the integrated management framework, roles and responsibilities of account managers, and steps involved in key account management. The goal of key account management is growth and improved customer share through effective relationship building.
Key Account Management
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Beschouwt u uzelf als een moderne credit manager? Identificeert u enkel risico’s of ook kansen? Tijdens het webinar dat plaatsvond op donderdag 29 oktober om 14:00 uur vertelden experts Eric Van den Broele en Peter Schoenmaker hoe u groeit van credit management naar opportunity management. Ontdek hoe u een actieve rol speelt in de zoektocht naar commerciële en rendabele kansen.
8 Vragen over CX die elke bestuurder zich zou moeten stellen
IN B2B is het begrijpen van uw klant en het verzorgen van een uitstekende customer experience misschien nog wel belangrijker dan in B2C. Hier zijn een aantal vragen die u helpen te bepalen of u dit onderwerp wel juist aanpakt.
Prospex Quickstart 22 maart 2018 Grip op Sales - Maarten van Rijckevorsel
Wat doen succesvolle bedrijven slimmer?
Customer marketing methode
PDF met eenvoudige uitleg over wat de customer marketing methode is, wat je er mee kunt en waarom je het zou moeten gebruiken,
141023 bd p val b2 b vente et modele commercial nl
141023 bd p val b2 b vente et modele commercial nl
Webinar 'wake up call: waarom credit management nú moet veranderen'
Tijdens dit webinar vertelt Peter Schoenmaker, Credit Management expert bij Graydon, hoe u een modern credit managementbeleid ontwikkelt. Bovendien deelt Willem Hengeveld, Credit & Lease Manager bij Canon, aan de hand van een praktijkverhaal hoe credit management bij Canon de afgelopen jaren is geëvolueerd en wat het hen heeft opgeleverd.
Sales cultuur onderzoek onder 175 jaar sales ervaring, conclusies, januari ...
Account management; een professioneel vak?
Een onderzoek onder ruim 175 jaar sales ervaring.
Vanuit SalesCultuur spreken we veel account managers/sales managers. Vanuit die gesprekken kwam een interessant onderwerp naar boven.
• Hoe word je account manager?
• Hoe weet je of je in essentie geschikt bent?
• Hoe weet je of je goed bent?
Dit artikel bevat enkele interessante conclusies, zoals dat 30% van de ervaren accountmanagers zich nog onzeker voelt over zijn/haar vak.
Koen De Witte Sales & Marketing
Teveel marketeers behandelen ‘een respons’ nog altijd alsof het een lead is. Als je vandaag nog steeds van deze ongekwalificeerde responses naar je verkoopsteams (of partners) stuurt kom je meer en meer in de problemen.
Maar ook sales moet zich anders opstellen. Vandaag wordt er immers minder verkocht maar meer en meer gekocht en dat vraagt ook naar een andere benadering en marketing ondersteuning. Hoe moet het dan wel? Dat wordt door Koen De Witte piekfijn uiteengezet in deze sessie.
Prospex Quickstart 23 mei 2018 Grip op Sales - Maarten van Rijckevorsel
Waarom is new business zo moeilijk?
VOGIN-IP-lezing-Erik_Elgersma
VOGIN-IP-lezing 2021: Workshop Erik Elgersma -- Eenpitter in informatieland
Retentie Tijdens Een Recessie - Martine Ferment - Tcd 2009
Martine Ferment over retentie van klanten in tijden van recessie
2012 0925 Presentatie Vick
Het Vick is een netwerkorganisatie uit \'De Kempen\'. Zij hebben mij gevraagd om iets te vertellen over Relatiebeheer. Dit filmpje is een samenvatting van het eerste uur van de presentatie. "Relatiebeheer een ondergeschoven kind". Het doel was om de leden bewust te maken van het belang van Relatiebeheer.
Jan Wijst De Weg 11 juni 2009
Op dit moment heeft de wereld
een geheel andere focus:
hoe komen we ongeschonden uit
een economische crisis?
…
ook accountantskantoren zullen zich
moeten aanpassen aan nieuwe
omstandigheden.’
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Graydonwebinarhoegroeituvancreditmanagementnaaropportunitymanagement 15121015...
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Graydon webinar 'hoe groeit u van credit management naar opportunity management'
Graydon webinar 'hoe groeit u van credit management naar opportunity management'
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8 Vragen over CX die elke bestuurder zich zou moeten stellen
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Prospex Quickstart 22 maart 2018 Grip op Sales - Maarten van Rijckevorsel
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141023 bd p val b2 b vente et modele commercial nl
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Presentatie Large Account Management voor NHL
- 1. Large Account Management Gastcollege Noordelijke Hogeschool Leeuwarden 21 september 2010 Nico Popken
- 5. Verschil tussen Account Management en Sales Large Account Management Sales (Large) Account Management Focus primair op de deal Focus primair op klant(relatie) Korte termijn Lange termijn Propositie / USP’s ‘ Fields of Play’ binnen account Sales team / verkooporganisatie Multi disciplinair team Omzet doelen, onze omzet realiseren Doelen van het account, hun business doelen helpen realiseren
- 6. Large Account Management Large Account Management Process (LAMP © ) van Miller Heiman “ To achieve long-term, profitable relationships, with your largest customers, you must make consistent, measurable contributions to THEIR profitability and THEIR customer relationships”
- 9. De Gold Sheet Large Account Management
- 12. Field of Play (1) Large Account Management
- 16. Strategie (Charter statement) Large Account Management
- 18. Bedankt voor de aandacht. Niet elke presentatie is een success ........ ……. Ik hoop dat jullie deze hebben kunnen waarderen! Large Account Management
- 19. Vragen Large Account Management
Editor's Notes
- Large Account Management