Business Case: Optimizing Key Account Management by Means of Social Network Analysis (SNA)

Topics:
Account Management
Tags:
Account Management,
Sales Force Management,
Sales Channel,
Sales,
Online Communications,
Marketing,
FAS.research,
Business Case,
Advertising & Promotion,
Social Networking
Source:
FAS.research

FREE Registration is required

Overview: This paper displays the case of a client that is a European player in the software industry. The case focuses on strategies and measures taken to access new clients via already existing customers in saturated markets (snowball marketing). It demonstrates how key-account and sales activities were optimized by means of knowledge from the field of SNA (triangular marketing). It is demonstrated how by means of SNA key actors, key links and clusters were determined and how based on this knowledge trust relationships were built and utilized for enhanced key account management.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 172KB | Date: May 2005 | Pages: 7

People who downloaded this item also downloaded

White Paper Eight Keys To Unlock Key Account Management
White Paper Key Account Management: Shortcomings And Limitations
White Paper Key Account Management
White Paper Account Management - How To Manage Accounts To Maximize Sales
Case Study Focus: Improvement in Key Account Management Solution - Major Account Management (SMARTS)

Top results from Account Management

Case Study Solution Provider Uses Hosted Services to Secure a Significant Deal With Retail Giant
White Paper Online IT Training Company Deploys Web Conferencing Service, Saves Time and Money
White Paper CRM Your Salespeople Will Love
White Paper Choosing the Best CRM for Your Organization
White Paper Yankee Group: Software as a Service Dramatically Improves CRM Success

» View all Account Management listings

advertisement
advertisement
  • Click Here
  • Click Here
  • Click Here
advertisement

Returning users: Log In Here!

Already registered on BNET, TechRepublic, or ZDNet? Simply log in.

Free Membership: Sign Up Now!

Sign up for a free membership today and get instant and unlimited access to one of the largest databases of white papers, webcasts, and casestudies anywhere. Your FREE membership allows you to:

  • Download an unlimited amount of content, including classic and current white papers, case studies, webcasts and more
  • Track content on your chosen topics of interest
  • Receive targeted email alerts when your favorite content is added
  • Save content for future reading
  • Receive our member newsletter

When you register to access this directory, you become a member of BNET. In addition, you allow us to share your information with companies that produce products or services featured in the library--so that such companies may contact you with information and offers regarding their products and services. This enables us to keep the library a free service. As a directory registrant, you will receive a complimentary subscription to the BNET member newsletter, The BNET Report. You can unsubscribe from this newsletter at any time. By clicking the Sign up button, you indicate that you agree to our Terms and Conditions and have read and understand our Privacy Policy (updated).