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Key Account Selling The key to long-term sales success OMEGA COST SAVINGS PROGRAM Key Account in Action
(I) KEY ACCOUNT SELLING An introduction
What is Key Account Selling? ,[object Object],[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?
Definition of Key Account ,[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?
ACCOUNTS PROFITS What is Key Account Selling? 20% 80% 80% 20%
80/20 principle ,[object Object],[object Object],[object Object],What is Key Account Selling?
80% $28K 20% $110K $138K A Customer’s Sales What is Key Account Selling? $28K 80% 20% $110K $50K Undeveloped Potential $188K $160K
Definition of Key Account Selling ,[object Object],What is Key Account Selling?
In other words ,[object Object],[object Object],What is Key Account Selling?
Without Key Account Selling ,[object Object],What is Key Account Selling?
Why bother? ,[object Object],[object Object],[object Object],What is Key Account Selling?
Where Have We Been? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?
Where Have We Been? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?
Where Are We Today? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?
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?
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?
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?
What are the long-term benefits of running Key Account program for Omega distributors? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?
What is the value of a Key Account program for the individual key account customer? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?
What has it to do with 80/20 principle? ,[object Object],[object Object],[object Object],What is Key Account Selling?
Redeployment of sales efforts and resources ,[object Object],[object Object],What is Key Account Selling?
How about the small customers? ,[object Object],[object Object],[object Object],What is Key Account Selling?
Cautions for Key Account Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?
Selecting Key Accounts - Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?                        
Selecting Key Accounts - Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?
Selecting Key Accounts - Criteria ,[object Object],[object Object],[object Object],[object Object],What is Key Account Selling?
Compensatory Approach for Calculating Key Account Attractiveness What is Key Account Selling?
Key Account Manager’s Time Allocation (%) What is Key Account Selling?
(II) KEY ACCOUNT MANAGEMENT MODEL Situation Analysis & Strategy COMING SOON!

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Key Account

  • 1. Key Account Selling The key to long-term sales success OMEGA COST SAVINGS PROGRAM Key Account in Action
  • 2. (I) KEY ACCOUNT SELLING An introduction
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  • 5. ACCOUNTS PROFITS What is Key Account Selling? 20% 80% 80% 20%
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  • 7. 80% $28K 20% $110K $138K A Customer’s Sales What is Key Account Selling? $28K 80% 20% $110K $50K Undeveloped Potential $188K $160K
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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?
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  • 27. Compensatory Approach for Calculating Key Account Attractiveness What is Key Account Selling?
  • 28. Key Account Manager’s Time Allocation (%) What is Key Account Selling?
  • 29. (II) KEY ACCOUNT MANAGEMENT MODEL Situation Analysis & Strategy COMING SOON!