Resources

39 Resources for

account management

Subscribe to this listing via:
RSS
Email

BNET Resources

account management Solutions: Customer Retention And Growth: Account management is the proper control of customer accounts. Its value is measured in the ability to generate sales and taking care of customer service problems. Its objective is the long-term retention of customers, particularly those who contribute most to company profits. Outsourcing account management is clearly an option to...; Tags: Sales channel, Sales force management, account management, outsourcing, strategy, customer service, sales, environment; White papers 2007-12-01
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 (KAM) practices. The paper analyzes and discusses the different aspect of key account management and, based on the literature examined, offers some insights of the...; Tags: Sales channel, Sales force management, account management, marketing, sales; White papers 2007-03-27
How CRM Software Helps in account management: Now a day's all businesses are dedicated to provide more customer friendly services than ever. The increase in competition placed customers at the zenith. Customer Relationship Management or CRM practices have thus became mandatory for all business enterprises today for satisfying their customers. Now all enterprises use standard and customized...; Tags: Customer relationship management (CRM), Advertising & Promotion, Enterprise software, Sales channel, Sales force management, account management, CRM software, CRM, business process, software; White papers
Credit Card Lending: account management and Loss Allowance Guidance: Recent examinations of institutions engaging in credit card lending have disclosed a wide variety of account management, risk management, and loss allowance practices, a number of which were deemed inappropriate. The Agencies recognize that some institutions may require time to implement changes in policies, practices, and systems in order to...; Tags: Sales channel, Sales force management, Financial services, account management, credit card, risk management, agency; White papers
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 Group (TCG) was engaged initially to work with the Federal Systems Group to improve these sales skills. A "team-based" approach to serving the major accounts...; Tags: Sales channel, Sales force management, Desktops, account management, quarterly profit, Dell Computer Corp., desktop computer, team, desktop, sales, PC; Case studies

account management - How To Manage Accounts To Maximize Sales: This paper answers the three questions. What is account management? What skills and talents are required to excel in account management? And what activities must be performed to maximize Account Management return on investment? Account management is actually a synonym for account penetration. Just because you have sold one product...; Tags: Sales channel, Sales force management, account management, talent, ROI, job, sales; White papers 2006-01-07
Improving Relationships with Key Accounts: In business-to-business marketing, account relationships are essential to long-term success. Key account programs give companies the opportunity to contact their customers at regular intervals and build relationships. To manage the process effectively, it is important to take a long-term view of the relationship, rather than focusing on short-term goals. It...; Tags: Team management, Sales strategy, Sales force management, BNET Editorial, account management, senior executive, team, sales, product development, B2B, customer service, manufacturing, supplier, analysis, marketing, performance; Articles 2007-12-05
Moving from Selling to account management: To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and understanding the customer’s whole business. Account managers have two important roles—account support and account development. Successful account management requires a wide...; Tags: Sales strategy, Sales force management, Sales channel, BNET Editorial, account management, sales productivity, sales force, turnover, sales, decision-making, team, customer satisfaction, job; Articles 2007-10-19
Managing Key Accounts without Allowing Them to Manage You: 80% of a typical business’s income comes from just 20% of its customers. So does it make sense to dedicate time and resources to keeping that 20% satisfied? Absolutely! But satisfied may not be enough. You also need to ask yourself, “How can we better serve the needs of our...; Tags: Channel management, BNET Editorial, supplier, account management, supervisor, strategy, CRM, income, small business, team, knowledge, job; Articles 2007-10-16
How To Use the BNET Beta: Some of the finest minds of our generation worked hard to make the new BNET intuitive and easy-to-navigate, but for those who were used to the old site -- or those who would rather let us do the driving -- this post will help you get (re)oriented. On the BNET...; Tags: BNET staff; Blog posts 2007-01-28
Strategic Implications of a Competence-Based Management Approach to account management: Account management has a rich tradition starting in the early 1960's. At the same time, the concept is still ill defined and under-researched. Consequently, some basic research questions remain unanswered. This paper takes a new perspective and examines account management from a (strategic) competence-based point of view. It studies the...; Tags: Sales channel, Sales force management, Reed Business Information, account management, competence, sales; White papers 2005-07-18
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 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...; Tags: Sales force management, social networking, account management, knowledge, business case, marketing, strategy, sales, software; White papers 2005-05-30
Strategic account management - Segmenting for Growth in Business-to-Business Markets: Profitable growth is an elusive goal for many executives, but particularly in business-to-business (B2B) markets. The leaders of these companies often find themselves focusing sales efforts on capturing enough new business just to offset lost revenue. The reality, though, is that these companies can grow and grow profitably by allocating...; Tags: Sales force management, B2B, sales strategy, account management, sales, leader; White papers 2005-05-13
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 account management leading to success and measures necessary in achieving the daily key account servicing challenges. It focuses on the importance of Account Rating System.; Tags: Sales channel, Sales force management, account management, strategy; White papers 2005-05-03
Making Strategic account management Work: Are you bringing all the resources of your company to bear in your relationships with your most important customers? If so you are in a small minority. This interview focuses on the different aspects of strategic account management, how it is evolving and the advantages of taking the right approach...; Tags: Sales channel, account management; White papers 2005-02-23
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, identifying that they have not traditionally been linked to the notion of value. We go on to present value as it is currently explored in...; Tags: supplier, marketing; White papers 2005-02-01
Swiss Post Improves account management, Increases Revenue Using Siebel Sales: Effective sales techniques don't matter much when there is a monopoly. But they suddenly become very important when the market in which one operates is deregulated. Facing this exact scenario three years ago, Swiss Post turned to Siebel Systems. By standardizing on Siebel Sales and training its Strategic Account Executives...; Tags: Sales strategy, Sales force management, Siebel Systems Inc., account management, sales, technique, training; Case studies 2005-01-01
SAP account management for Banking: Under intense pressure to cut costs, banking institutions need IT architectures that are technically capable and open to new business models, as shown by the trend to outsource business areas. The business area of contract and transaction services must offer mass and real-time processing, high performance, and quick reaction to...; Tags: Sales channel, Sales force management, account management, banking, SAP AG, bank, high-performance, outsource, information technology; White papers 2004-12-03
7 Metric-Based Sales Techniques for Top Professionals: Integrating Science Into the Sales and account management Process: As businesses move into another era of the global economy - one driven by proven supplier ROI - measurements that provide immediate direction and correction are required. Metrics are the science side of selling and strategic account management and will be the focus of this article. It shares approaches and...; Tags: Sales strategy, Sales force management, account management, ROI, sales, supplier; White papers 2004-10-01
Metrics Institutionalize account management Best Practices: As businesses move into another era of the global economy, one driven by supplier ROI, measurements that provide immediate direction and correction are required. People have already adopted such metrics in various areas of their personal and business life. We live and operate by metrics; the balance of...; Tags: Sales channel, Sales force management, account management, interest rate, ROI, supplier; White papers 2004-09-07