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    of 30

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    Role of telemarketin
    • Prospecting & qualifying potential n
    accounts
    • Permission for personal meeting
    • Servicing existing account quickly (
    as technical –assistance hotlines)
    • Seeking repeat purchases from exis
    customers
    • Spreading awareness quickly about
    product / promotion

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    Sales Organization
    Structures – selling to m
    accounts
    Identify Major/Key Accoun
    Large Large
    Account

    Regular
    Small Account

    Simple
    Complexity of Account

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    30 / 33

    Key Account Managem


    Search within document...

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    • Deliver high-level customer service


    attract and maintain large and impo
    customers
    • Key account sales execs
    – Business managers capable of managi
    accounts
    – Customize products and services
    – Plan and implement key account busin
    plans

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    Alternatives for Major


    Accounts
    • Major accounts / customers are ca
    various names like key accounts, co
    accounts, house accounts
    • They make up a large share of a firm
    volume and profits
    • Firms use the following
    approaches to deal effectively with t
    • Create a position of major /
    account manager
    • Use existing territory sales manag
    • Create a separate division
    • Create a separate salesforce

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    Sales Organization
    Structures
    Major Account Options

    Develop Major Account Salesforce

    Assign Major Accounts to


    Sales Managers

    Assign Major Accounts to Salespeople


    along with Other Accounts

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    Team Selling
    • Integrates functional specialists with
    customer relationship specialists
    • Ideal team structure that meets custom
    needs
    • Benefits
    – Customer questions answered faster
    – Customers can speak directly with desired
    specialist
    Examples – Projects, Industrial selling,
    Software development, Advertising a

    Session 5 Sales Organization


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    Info and Rating

    force specialization
    options sales
    geographic sales
    major
    sales force
    sales organization

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    azim.akhtar@mail.com
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