7. 80% $28 20% $110 $138 A Customer’s Sales What is Key Account Selling? $28 80% 20% $110 Q.R50 Undeveloped Potential $188 $160
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15. Pressures on Distributor’s current system for interfacing with customers The traditional distributor’s sales force system Increase in selling costs Increased competition Pressure from customers Affirmative reductions in number of suppliers Changes in the procurement process Rising importance of procurement Increasing account concentration – higher bargaining power What is Key Account Selling?
16. The Changing Nature of Sales Force Activity Critical internal & customer pressures Sales Force Customers Key account management New approaches for small customers What is Key Account Selling?
17. The Distributor (Supplier-Firm) / Customer (Key-Account) Relationship Deliver Superior Value Products and Services Add Organizational Value Commodity Relationship VENDOR QUALITY SUPPLIER PARTNERSHIP Increased competitive pressure Deeper distributor / customer relationship What is Key Account Selling?