KEY ACCOUNT ACTIVITY
The purpose of the final KAMpro module is to design a plan to achieve your strategic aims for each account.
Account Strategy
What exactly are you seeking from each account?
Decision Making Unit
Who are the people in the account you need to be talking to, and how frequently?
Contact Network
Who in your business needs to keep in touch with who in the account?
Verification
Is the account seeing the relationships the same way you are?
"Sales
Walk"
Which ranges and promotions are appropriate to the Account Strategy, and
what figures will they generate?
Account Plan
All the above recorded in a formal plan against which targets can be set and
monitored.