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Key Account Management (KAM): Large Global Accounts (PowerPoint PPT)

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Author: LearnPPT TOP AUTHOR [?]

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File Type: 24-slide PowerPoint presentation (PPT)

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DOCUMENT DESCRIPTION

This product (Key Account Management [KAM]: Large Global Accounts) is a 24-slide 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

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This business document is categorized under: Business Framework Primers

File Type: PowerPoint (ppt)

Tag(s): Account Management Sales Strategy Globalization

Number of Slides: 24 (includes cover, transition, & marketing slides)

Purchase includes lifetime product updates. After your purchase, you will receive an email to download this document.

Upload date (first version): Apr 18, 2019

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