Strategic Account Management: Concepts and …
[Pages:39]International Congress & Convention Association
Strategic Account Management: Concepts and Implementation for CEO's and Senior Executives
45th ICCA Congress & Exhibition Tuesday 31 October 2006
ICCA
Strategic Account Management
Concepts and Implementation for CEOs and Senior Executives
Leadership Synergies, LLC
John S. Parke, President and CEO 410-414-9920
2
3
Program Agenda
Segment 1: SAM Defined Segment 2: The Business Case for Change Segment 3: Process Improvement Segment 4: Implementation Segment 5: Measurement
4
Session Research
How large is your sales force?
? Under 5 ? Under 6-10 ? Under 11-25 ? Under 26-50 ? 50+
What best describes your organization?
? Event organizer ? Centre ? Association Management
Company? ? Hotel company ? National Tourism Office ? CVB ? Other
5
The Sales Organization's Focus Is Evolving
Sales Representative Product/Service Focus
Reactive Compete for Sale
Account Director Customer Focus
Proactive Create Loyalty
6
Sales Rep to Account Director: The Relationship Role Is Evolving
Order Taker Product Pusher Narrow Relationship Offering Discounts
Trusted Advisor Consultant
Broad Relationship Delivering Value
7
What Is SAM?
? A business strategy focused on a small number of important clients, viewed as a corporate assets with significant long-term value
? Find ways to help both parties make and save money
? The voice of the customer within your company
8
................
................
In order to avoid copyright disputes, this page is only a partial summary.
To fulfill the demand for quickly locating and searching documents.
It is intelligent file search solution for home and business.
Related download
- sample account planning template revegy
- strategic account planning how to get from good to great
- strategic account management concepts and
- client account planning the six critical questions you
- crush white paper how to build a killer strategic
- the keys to effective strategic account planning
- strategic key account management
- caltrans strategic management plan
Related searches
- strategic management questions and answers
- strategic management questions and ans
- strategic management test and answers
- financial management concepts and principles
- strategic account management plan
- strategic account management best practices
- strategic account management goals
- strategic management theory and practice
- strategic management theories and models
- strategic management david and david
- strategic management question and answer
- strategic management text and cases 9th edition pdf