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  • Key Account Management Exercise:-I

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    Ibrahim Khaleel
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    The document provides instructions for a key account management exercise, asking the reader to: 1) List their top 10 accounts by sales value and explain each account's importance. 2) Compare their key account list to colleagues' lists, explaining any differences. 3) Ask main contacts at each key account about their expectations. 4) Ask managers about their expectations from key accounts. The purpose is to understand key accounts and expectations from different perspectives.

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    KAM Exercise 1

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    The document provides instructions for a key account management exercise, asking the reader to: 1) List their top 10 accounts by sales value and explain each account's importance. 2) Compare their key account list to colleagues' lists, explaining any differences. 3) Ask main contacts at each key account about their expectations. 4) Ask managers about their expectations from key accounts. The purpose is to understand key accounts and expectations from different perspectives.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pdf or txt
    29 views4 pages

    Key Account Management Exercise:-I

    Uploaded by

    Ibrahim Khaleel
    The document provides instructions for a key account management exercise, asking the reader to: 1) List their top 10 accounts by sales value and explain each account's importance. 2) Compare their key account list to colleagues' lists, explaining any differences. 3) Ask main contacts at each key account about their expectations. 4) Ask managers about their expectations from key accounts. The purpose is to understand key accounts and expectations from different perspectives.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
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    of 4

    KEY ACCOUNT MANAGEMENT EXERCISE:-I

     List your Area’s key accounts (Value wise Depending on Sales of Pharmaceutical Products)

    Eg:- You can use previous year sales to Julphar

    1. _____________________________________________________________

    2. _____________________________________________________________

    3. _____________________________________________________________

    4. _____________________________________________________________

    5. _____________________________________________________________

    6. _____________________________________________________________

    7. _____________________________________________________________

    8. _____________________________________________________________

    9. _____________________________________________________________

    10. _____________________________________________________________

     Why is each one important? Ask your working the same area the same question.

    1. _____________________________________________________________

    _____________________________________________________________

    2. _____________________________________________________________

    _____________________________________________________________

    3. _____________________________________________________________

    _____________________________________________________________

    4. _____________________________________________________________

    _____________________________________________________________

    5. _____________________________________________________________

    _____________________________________________________________
    6. _____________________________________________________________

    _____________________________________________________________

    7. _____________________________________________________________

    _____________________________________________________________

    8. _____________________________________________________________

    _____________________________________________________________

    9. _____________________________________________________________

    _____________________________________________________________

    10. _____________________________________________________________

    _____________________________________________________________

     How does your list of key accounts compare with theirs? Can you explain the differences?

    (Summarize the differences from that of you colleagues, if the accounts are different)
     Ask your main contacts in your key accounts what their expectations are of you, as the key
    account manager.

    1. _____________________________________________________________

    _____________________________________________________________

    2. _____________________________________________________________

    _____________________________________________________________

    3. _____________________________________________________________

    _____________________________________________________________

    4. _____________________________________________________________

    _____________________________________________________________

    5. _____________________________________________________________

    _____________________________________________________________

    6. _____________________________________________________________

    _____________________________________________________________

    7. _____________________________________________________________

    _____________________________________________________________

    8. _____________________________________________________________

    _____________________________________________________________

    9. _____________________________________________________________

    _____________________________________________________________

    10. _____________________________________________________________

    _____________________________________________________________
     If you don’t know them well enough to do this then you need to develop closer business
    relationships.

     Ask your managers what his expectations are of you as from this account.

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