The leaders of key account marketing are usually company bosses and senior managers, who can use all the strength of the company to fight hard. After the number and operation of major customers are relatively formed, the major customer department can be established, which is served by professional managers. At this time, the company's back-office support system needs to be smooth, standardized and project-centered, otherwise the key account director will be powerless, and the key account department will easily "degenerate" into the information department and the follower department.
As for the status of key account marketing, we do not advocate over-exaggeration. Especially for those small and medium-sized enterprises, the dealers who can continue to cooperate are big customers themselves, and we can't just treat the big orders of direct sales as the only big customers. Enterprises can take key account marketing as an upgrade of basic marketing, or cooperate with basic marketing to make medium-sized customers in reality into key customers, which is more practical.
The status of key account marketing is not entirely determined by the key account organization itself. The image and influence of the company in the eyes of the industry and target customers is the prerequisite for the effective development of key account marketing. You can't just set up a big customer department and let them out. It is euphemistically called full authorization, and the sky is high and the clouds are light. In fact, most of them are gone forever. After years of consulting work and practical training in key account marketing, the position of key account marketing is a dependent variable. The first key for enterprises is to do a good job in brand influence, product quality, channel construction and internal management, so that there will be spillover effect of flowers inside the wall and fragrance outside the wall.
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