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MindMap Gallery Key Account Sales Operation and Management Methods
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Key Account Sales Operation and Management Methods
A mind map of key account sales management methods. The named account management process specifically includes: target customer locking, customer profile information, business plan development, steps, and two lines.
Edited at 2023-05-28 10:12:37
Key Account Sales Operation and Management Methods
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Key Account Sales Operation and Management Methods
Named customer business process
Target customer locking
Name the customer’s target characteristics, scope, and selection criteria
Public and basic undertakings
Hotel and restaurant chains
Enterprises regulated by the State-owned Assets Supervision and Administration Commission
Industry TOP-X name
Customer overview information
collect
Basic information about the company
Enterprise strategy and development plan
Corporate culture promotional materials
Website and other public information
Industry situation
Industry Association
Industry website
What are the management pain points?
Solve the regulatory requirements of enterprises from government regulations and requirements.
Business financial data
Bureau of Statistics
annual report
Financial statements, etc.
power relationship map
tidy
renew
Complete
Develop business plan
What does a business plan include?
Target
Goal achievement route
Strategy
action plan
several stages
key action
action
Summary inspection
Correction
Develop and execute customer business plans
Learn some customer service
Improve customer relations
Make good business plans
Create sales opportunities
customer relations
Customer Relationship Map
Time to think every night before going to bed and when you wake up in the morning
Customer internal and external
Specific plans/key actions
Verification is required to confirm the next action
Sales Secrets
Sales staff rely on
dig
explore
guide
create
Three-dimensional customer needs
Application and service needs
Industry application
Relationship and cooperation needs
special treatment
Partner
personal needs
psychological needs
Service and customer needs
Technology and system requirements
Database and interface
ORACLE, db2\sql server
Operating platform
Core technology platform
Hardware and Network
Quality and safety technical certification
System Management
word processing
step
Seize sales opportunities
Project opportunity assessment
Risk and benefit assessment
client
Customer's application or project
What are customer needs?
What are the client’s key issues and project objectives
Who is the initiator of the plan?
Who will be involved in this work?
customer's business
What are the customer's products and services?
What are their main markets?
Who are their main customers?
What are the intrinsic and extrinsic motivations that drive customer operations?
Client's financial situation
What are their revenue and profit trends?
How does the financial situation compare with similar companies?
What are the evaluation indicators of customer key performance?
project budget
What is the budget for this plan? (Budget setting time and execution time)
What is the client budget application process?
What is the priority of this project compared to other projects?
What other uses are there for client funds?
The urgency of the project to the client
Why must customers act?
Deadline for a decision?
What will happen if the project is delayed?
What are the rewards if the project is completed on schedule?
Our side
Our short-term sales revenue
What is the order quantity?
Is it above our minimum income standards?
When will it be completed?
Is it within our company’s longest sales cycle?
our future sales revenue
What is our potential revenue next year? What about the next three years?
Does it exceed our minimum standards?
How can this project derive greater benefits in the future?
How do we ensure that our customers' promises can be implemented?
our profit
What is the expected profit on this project?
Does it exceed our minimum standards?
Can we increase profits on this project?
Does the discount given to the customer affect the profit of this project?
our risks
Will our plan lead to failure?
What are the success factors for us to deliver value to our customers?
Will the failure occur due to client reasons?
Will the failure of the solution affect our business?
Strategic value to our market expansion
What is the value (application and market value) beyond surface revenue?
How does this project fit into our overall business plan?
How can we use this project to win other customers or markets?
How does this project help us improve the quality of our products and services?
Competitive Analysis and Assessment
Mastery of customer selection criteria
What are the selection criteria?
What is a formal decision-making process?
Which selection criterion is the most important? Why?
Who will lead the selection criteria?
suitable solution
How well does our solution solve our customers' problems?
How do customers think we have the comprehensive capabilities to meet his needs (performance, price, technology, service, experience, brand, reputation, etc.)?
What do we need to improve and strengthen?
What external resources do we need to meet customer needs?
Sales resources and quality
How much time does the sales force need to invest?
What additional external resources are needed to win?
What is the estimated cost of sales? What is the opportunity cost?
How often do account managers rotate?
Comparative quality of sales team?
Relationship with customers
What is the current level and development status of the relationship with customers?
What is your competitor's relationship with your customers?
Which decision-maker has a relationship that would benefit our competition?
How often do senior leaders from both sides visit each other?
customer loyalty
Customers see our unique business value
What is the unique business value we can deliver to our customers?
How do customers define value? How to measure it?
What is our value in terms of our customers?
Have customers confirmed they understand our value?
How is the value we bring to customers different from our competitors?
Customer Insider Support
Who on the client’s team wants us to win?
How can insiders show their support?
Are they willing and able to help?
Are they persuasive within their own team?
Compatibility of corporate cultures of both parties
What is the client’s corporate culture and values?
How is it different from us?
How do customers generally view suppliers?
Can or will we adjust our culture?
Customers do not disclose the selection criteria under the desktop.
How do customers make real decisions?
What personal, subjective, intangible factors will affect this decision?
What is not stated?
Strong relationship with decision makers
Who has the most authority among those involved in the decision?
Do they want us to win? Why?
Can he influence or change the selection criteria?
Do they have the ability to create a sense of urgency?
The trust of the client’s senior leaders
Who will influence or be influenced by this project?
How do you build mutual trust with them?
How do you approach these key decision makers?
two lines
Project implementation delivery
Operation and maintenance, sustainable management
Response and handling of lost orders
Lose orders but not customers