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- Showing items 1-40 of 81
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Key Account Management: Marketing And Sales Excellence
In sales parlance, account refers to a client being managed by a sales agency. Account management involves active interactions with the customers with a view...
Company: Derby Management
Date: January 2003 |
Derby Management |
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Unpicking the Meaning of Value in Key Account Management
This conceptual paper explores the meaning of value within the context of Key Account Management (KAM). It briefly presents the emergence of Key Account Programs,...
Company: University of Bath
Date: February 2005 |
University of Bath |
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Key Account Management
This paper examines thoroughly the procedures and factors that have to be examined by the selling companies in order to establish successful Key Account Management...
Company: Associated Content
Date: March 2007 |
Associated Content |
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Key Account Management: Shortcomings And Limitations
Key Account Management is one of the four components of customer relationship management along with customer lifetime value, customer portfolio analysis and the relationship lifecycle....
Company: HELIUM
Date: January 2008 |
HELIUM |
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Business Case: Optimizing Key Account Management by Means of Social Network Analysis (SNA)
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...
Company: FAS.research
Date: May 2005 |
FAS.research |
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Focus: Improvement in Key Account Management Solution - Major Account Management (SMARTS) Dell Computer is a key manufacturer of desktop PCs. Dell Computer identified that they needed outside assistance in developing more "value-based" selling skills. The Chapman... Company: Chapman Group | Chapman Group |
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Metric-Based Account Management
Metrics are the specific checkpoints within an account rating system that "drive" account servicing strategy and tactics. This article discusses the formula of metric based...
Company: Strategic Account Management Association
Date: May 2005 |
Strategic Account Management Association |
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Managing Key Relationships; Key Account Management
Businesses will increasingly be less able to sustain revenues and maximize profits unless they adopt specialized relationship techniques to maximize their intimacy with their most...
Company: Sales Productivity
Date: July 2003 |
Sales Productivity |
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Account Management: Art Or Science?
From the executive summary: ‘In many companies, the science of account management is neither well understood nor systematically applied. In high-performing companies, on the other...
Company: Harvard Knowledgebase
Date: August 2004 |
Harvard Knowledgebase |
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Should Senior Managers Be Actively Involved in Sales Account Management?
This article discusses whether senior managers should become actively involved in sales account planning and management. The article argues that senior management have a lead...
Company: Xmonic
Date: November 2004 |
Xmonic |
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Strategic Account Management: How Account Leaders Build Alliances With Key Clients
Global competition is forcing companies to rewrite the rules of doing business. As companies seek innovative ways to increase competitive advantage, a new discipline has...
Company: Forum
Date: March 2003 |
Forum |
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Sales Account Management: The Competitive Edge
The paper outlines that providing sales force with key account information has never been more important. To stay ahead in a fiercely competitive market, field...
Company: ComOps
Date: November 2004 |
ComOps |
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Explaining Supplier Behavior On Global Account Management
Using globalization and contingency theory, this article develops a supplier-based model of global account management (GAM). The model comprises the multinational supplier’s industry globalization drivers,...
Company: Stanford Knowledgebase
Date: October 2002 |
Stanford Knowledgebase |
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Implementation - The Key to Account Development and Long-Term Business
Sadly, in many organizations the seller moves on to the next sale once the business is won leaving it to the implementation team to manage...
Company: Huthwaite
Date: September 2004 |
Huthwaite |
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Data governance and IBM System z - Your key to business optimization
The pressure's on and it's staying on. How well you manage your data and deliver it can make the difference between business success or failure.The...
Company: IBM
Date: September 2009 |
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Sales Compensation & Performance Management 2009 Survey Results and Analysis
Based on 1000+ companies, the CSO Insights' 2009 Sales Compensation & Performance Management Report provides summaries of what strategies and tactics companies are employing. The...
Company: Varicent
Date: October 2009 |
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Contract Signature Management: Streamlining the "Last Mile" of the Sales Process
If managing the contract signature process is a bottleneck in the last mile of your sales process, an electronic signature application may be right for...
Company: EchoSign
Date: March 2008 |
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Creating a Robust Selling & Performance Management System
"Most of clients with medium to large sales forces (30 – 100+) sell through and service some form of distributive network, where results depend partially...
Company: John Sergeant Associates
Date: March 2001 |
John Sergeant Associates |
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Sales Management: Do You Have Enough Support In Your Key Accounts?
Are your prospects or existing customers strong allies, adversaries or enemies? A lot of salespeople and sales managers really don't know the difference between these...
Company: The Brooks Group
Date: January 2003 |
The Brooks Group |
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Sales Force Productivity
"Most sales operations are running slim on people and many are shifting resources from field sales to key account management.This is another “more for less”...
Company: John Sergeant Associates
Date: March 2001 |
John Sergeant Associates |
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Profit-Focused Selling
This articles is about the increasing the profit of the existing business with the help of sales force management. The company sells its products to...
Company: Working Knowledge - Harvard Business School
Date: April 2003 |
Working Knowledge - Harvard Business School |
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Build A Centralized Sales And Marketing Database And Build Your Business
From the executive summary: ‘Small to mid-sized businesses (SMB), as they are traditionally referred to, account for the largest segment of business in the modern...
Company: FrontRange Solutions
Date: January 2003 |
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The Future Sales Force - A Consultative Approach
If your company uses a contact management or customer relationship management (CRM) system, you need to ask one additional key question. Does your CRM or...
Company: Microsoft
Date: September 2004 |
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Make Your Mark: One of the Key Elements of Any Sponsorship Deal Is Proving It Works
Marketers must be able to account for their expenditure and prove its worth. This clearly includes sponsorship, which can be costly. The ideal measurement system...
Company: Prophet
Date: September 2004 |
Prophet |
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Idiosyncratic Risk and Aggregate Employment Dynamics
role of key account manager is unique. They sell value by effectively reaching high level executives within targeted accounts. Internally, they lead a team of...
Company: National Bureau of Economic Research
Date: January 2003 |
National Bureau of Economic Research |
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Dynamics CRM Data Reduction Systems Webcast
Data Reduction Systems is a document management company, specializing in information management services for companies of all sizes. After a failed salesforce.com deployment, Data Reduction...
Company: Microsoft
Date: September 2009 |
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The First Three Things A Salesperson Must Learn
It is not enough to possess the required characteristics of a salesperson. It is also important to be a part of an active learning curve....
Company: David Fellman & Associates
Date: January 2003 |
David Fellman & Associates |
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Executive Report: The Path to Sales Effectiveness
This may be a tough year for sales...but not for everyone. Some of the world's most successful corporations employ 5 key strategies that allow them...
Company: AchieveGlobal
Date: April 2005 |
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Understanding the Difference Between Information Management and Knowledge Management
This paper discusses the important differences between Information Management (IM) and Knowledge Management (KM). One of the key premises advanced in this paper is that...
Company: TerraForum Consultores
Date: May 2005 |
TerraForum Consultores |
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The Key to Risk Management: Management
The Barings, Daiwa Bank and Sumitomo Corp. financial debacles in the mid-1990s suggest that management failures rather than misfortune, errors, or complexity are a major...
Company: University of Pennsylvania
Date: July 2003 |
University of Pennsylvania |
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Embracing Enterprise Risk Management
In the past, insurance companies would typically manage risk for their diverse business lines separately, without taking into account the correlation of risks between each...
Company: SS&C Technologies
Date: January 2006 |
SS&C Technologies |
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The Future Of Consumer Product Companies: Technology - Gaining An Advantage With Advanced Analytics
Most consumer products companies have used advanced analytics to inform business decisions and processes. However, only a select few companies have consistently used advanced analytics...
Company: Deloitte LLP
Date: December 2007 |
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Embracing Next-Generation Mobile Platforms to Solve Business Problems
For enterprises today, mobility is no longer a "nice to have" feature; rather, it isconsidered a strategic component of their business. Deploying mobile applicationsprovides strong...
Company: Sybase
Date: October 2008 |
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The ROI on Hardware Refresh
IT capital budgets are more challenging than ever. Many IT departments have postponed their PC refresh, but applying models from the corporate finance office...
Company: Intel
Date: October 2009 |
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The Customer Isn't Always Right
Revenue leakage is an increasingly pertinent issue for the telecoms sector. Several key statistics illustrates just how much of a concern this is. Customer Revenue...
Company: Talgentra
Date: April 2005 |
Talgentra |
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Knowledge Management Within Digital Libraries by Means of Personalization
This paper presents research results obtained from the project Personal Adaptable Digital Library Environment (PADDLE). The main focus of the DFG funded research project is...
Company: Aalborg University
Date: September 2002 |
Aalborg University |
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Which CRM Deployment is Right For You? A Guide to Multiple CRM Deployment Options
Selecting the right CRM deployment model must first and foremost address your key business problems and challenges, enabling you to meet your strategic business goals....
Company: Oracle
Date: October 2006 |
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Improving Operational Efficiency and Security with Web Conferencing
In today's challenging economy, access to key information is critical to effective decision-making. For many, the answers lie in advanced communications technologies such as...
Company: TechRepublic
Date: March 2009 |
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Live Webcast: Protecting PII (Personally Identifiable Information): What Data is at Risk and Why
The protection of Personally Identifiable Information (PII) - customer records, healthcare records, employee details - is subject to compliance with government and industry regulations. But...
Company: Sophos
Date: August 2009 |
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A Time-Series Framework for Supply-Chain Inventory Management
This report considers a supply chain in which the underlying demand process can be described in a linear state space form. Inventory is managed at...
Company: Washington University in St. Louis
Date: May 2002 |
Washington University in St. Louis |
- Showing items 1-40 of 81
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