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Account Management (Strategic Supplier Status (What Drives the customer,…
Account Management
Strategic Supplier Status
Porters 5 forces
Plans of Growth
Ansoff Matrix
Product life cycle
Aims To Win
Working on the lowest cost
Differentation
What Drives the customer
Operational Exellence
Product Leadership
Customer intimacy
O&V Analysis
Value Mapping
Decision Mapping & The opportunity snail
Opportunity chain
Hotspots
KAM
The customer classification matrix
10 reasons for key account management
5 key tasks of account management
Value Proposition
Value Proposition
Customer Activity Cycle
10 steps
The proposal
Managing Change
CICS proposal analysis
RM
Selling approaches
The Milk Round
The Hunter
The Farmer
The KAM-journey
Bow-Tie Account Management
One-On-Many Account Management
Duet Key Account Management
Diamond Key Account Management
The customer DMU
Authoritarian Decision Making Unit
Consensus Decision Making Unit
Consultative Decision Making Unit
+ Elements to determine DMU
Role of buyer
Adopter Types
The influence matrix
Levels Of Seniority
U/S/E/S
Supporters & Opponents
R/D/PT
7.Key Account Plan
Key Account Plan
WHY? + WHAT?
Consistence
Summary
Sales/ Profit plan
The relationship
The Value Proposition
Projects
Key Account Manager
Almost Truths
Key Supplier
The purchasing Revolution
Supply chain management
2 type of Buyers
JIT
Purchasing Organization
Supplier rationalization
Centralization
Supplier positioning
The Kraljix Matrix