MKXZ：大客户营销谋略(PPT 159页)

Objective of Workshop
Understand Characteristics of Major Account Selling Strategies in Whole Lifecycle, thus to
Shorten bid-to-win ratio
Shorten selling cycles
Minimize discounts and negotiated concessions
Establish clear, unique business value with the customers
Reduce selling costs through more effective sales strategies
Increase sales per employee
-  Develop expected relationship with the customers. Eg. Strategic Partnership etc.

 

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