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Key Account Management - Teresa Alvarez Cerdeiros

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Information about Key Account Management - Teresa Alvarez Cerdeiros
Business & Mgmt

Published on February 4, 2014

Author: mtacerdeiros

Source: slideshare.net

Description

KEY ACCOUNT MANAGEMENT
The customer IN
European Sales & Marketing Effectiveness in Chemicals Forum - Amsterdam, November 2013
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KEY ACCOUNT MANAGEMENT The customer IN Teresa Álvarez Cerdeiros former Key Account Manager | Dow Chemical European Sales & Marketing Effectiveness in Chemicals Forum - Amsterdam, November 2013

KEY ACCOUNT MANAGEMENT  Why?  What? Teresa Álvarez Cerdeiros

Critical SUCCESS FACTORS to approach the customer  Manage customers NOT sales Teresa Álvarez Cerdeiros

Critical SUCCESS FACTORS to approach the customer  Manage customers not sales  Internal Teamwork TRIGGER Teresa Álvarez Cerdeiros

Critical SUCCESS FACTORSs to approach the customer  Manage customers not sales  Internal Teamwork trigger  Fed from OUT to IN Teresa Álvarez Cerdeiros

The road towards the CUSTOMER–CENTRIC business  SERVING attitude Teresa Álvarez Cerdeiros

The road towards the CUSTOMER–CENTRIC business  Serving attitude  Selling solutions CUSTOMIZATION Teresa Álvarez Cerdeiros

The road towards the CUSTOMER–CENTRIC business  Serving attitude  Selling solutions customization  Customer CENTRIC Teresa Álvarez Cerdeiros

The road towards the CUSTOMER–CENTRIC business Customer Needs Satisfied Product Customer centric Share of Customer Centric Market share Customers Reached Teresa Álvarez Cerdeiros

The road towards the CUSTOMER–CENTRIC business  Serving attitude  Selling solutions customization  Customer centric  GLOCAL vision Teresa Álvarez Cerdeiros

KAM profile with market evolution HUNTER to FARMER Sales are the VANITY and Contribution Margin the HEALTH Teresa Álvarez Cerdeiros

KAM profile with market evolution  From hunter to farmer  Value PERCEPTION Teresa Álvarez Cerdeiros

KAM profile with market evolution Teresa Álvarez Cerdeiros

KEY ACCOUNT MANAGEMENT The customer IN Thank you! Teresa Álvarez Cerdeiros teresa.alvarez@cerdeiros.com Teresa Álvarez Cerdeiros

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