IFIM

12 Signs of problems in your customer relationships  indicate t you must look into your customer relationship experience. 1. SELL. BY HOOK OR CROOK. Is that what you're sales people think? You must ask   “Are we ylin it for the sale now, or for potential future sales?  . 2.ONLY SELF-INTEREST – A person in business who is only concerned with their self and what they can get. They dont   bother to engage you in a conversation. They dont realize that cultivating a relationship could gain them referrals from your circle of influence.  3. GIVER’S GAIN ATTITUDE the person only thinks of their self and not how they can assist others. The best way to grow your self and your business is to be a connector. 4. DESPERATION – Truly, who would choose to do business with a desperate person? How do you get past desperation? Especially if you are already there, the answer will be elusive.   5. THE BOTTOM LINE – If the bottom line i...

Key account management, also called KAM, is the process of going after, winning, and keeping key accounts. This process involves identifying key accounts, winning their businesses over, and creating and sustaining a mutually beneficial relationship with them. What is a Key Account?   These are the customers  that are manages separately from the other regular customers. This may be because such accounts are hign in profits, sales, potential or capability development. A key account is managed as such not only by the sales department but by all the departments.  However, salespeople are the ones who are most responsible for implementing them b ecause they’re the ones at the KAM front line. Here are some things to keep in mind when it comes to managing key accounts. Use a Key Account Management Strategy :  If the company has a formal key account management strategy in place, the company has done half the job. Its salespeople only need to learn and implement ...