August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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APPENDIX 2
A quiz for key account managers
Senior managers may use this in review meetings with key account managers, and key account managers can use it to prepare for meetings with senior managers.
How well do you know your key account?
Do you know (score out of 10):
- Your company’s proportion of your key account’s total spend in your product/service category?
- Your key account’s financial health (return on capital employed, liquidity ratios etc)?
- Details of your key account’s strategic plan?
- Your key account’s business processes (logistics, purchasing, manufacturing, etc)?
- Your key account’s customers/segments/products?
- Which of your competitors your key account uses, and why and how they rate them?
- What your key account values from suppliers? ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.