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Key Account Management (KAM): Large Global Accounts   24-slide PPT PowerPoint presentation (PPT)
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Key Account Management (KAM): Large Global Accounts (PowerPoint PPT)

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This product (Key Account Management [KAM]: Large Global Accounts) is a 24-slide PPT PowerPoint presentation (PPT), which you can download immediately upon purchase.

Key accounts represent a major chunk of revenue and margin for most suppliers. Therefore, losing an important customer can have negative repercussions on organizational growth.

The significance of key accounts is urging top B2B companies to revisit their Key Account Management (KAM) approaches. Additionally, the increasing level of sophistication of the purchase process being adopted—such as, centralized procurement, competitive bidding and auctions, and laborious negotiations—by large buyers is a crucial element for B2B companies to consider to win large accounts.

Suppliers that face declining win rates and margins with key accounts often present fairly commoditized offerings and rely more on price to win large procurement opportunities.

This presentation deliberates on the 4 drivers of growth that the suppliers can utilize to develop best-in-class key Account Management practices and increase their large contract win ratios. These drivers are actually the 4 critical imperatives that leading organizations do to fuel their growth:

1. Quantified Value Proposition (QVP)
2. Value-based Selling
3. Coordinated Account Management
4. Negotiation Preparation

The slide deck also includes some slide templates for you to use in your own business presentations.

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Source: Best Practices in Account Management, Sales Strategy, Globalization PowerPoint Slides: Key Account Management (KAM): Large Global Accounts PowerPoint (PPT) Presentation, LearnPPT Consulting


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FlevyPro price: FREE (included in subscription)
This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
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File Type: PowerPoint ppt (PPT)
Number of Slides: 24 (includes cover and all slides)


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Author: LearnPPT Consulting
Additional documents from author: 99

We are a team of management consultants trained by top tier global consulting firms (including McKinsey, BCG, Deloitte, EY, Capgemini) with a collective experience of several decades. We specialize in business frameworks based on real-life consulting engagements.

We have served 100s of clients that range from Fortune 500 companies to tech startups to $1B+ private companies. [read more]


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