最后我们将得出大客户经理这一命题的研究结果。
We conclude by reporting the results of studies of key account managers.
总的来说，大客户经理的工作重心是在商业关系本身以及支撑商业关系的社交活动上。
In general, the key account manager's focus is on business relationships per se and on social activities that support them.
大客户经理代表公司与客户打交道。
培训的作用就是帮助选定的人力资源经历招聘和选拔过程，并且将他们塑造为卓有成效的大客户经理。
Training's role is to take the human resources appointed through the recruitment and selection process, and mold these into effective key account managers.
大客户经理要具备精明的市场和财务分析能力，这在普通的销售团队中是不常见的。
The key account manager requires a level of sophistication in marketing and financial analysis not normally found in the sales force.
大客户经理不仅要大量收集数据，而且还要对市场和客户有较强的关注力。
Not only must key account managers conduct substantial data gathering, they must also possess strong market and customer focus.
大客户经理的选拔过程，应当遵照供应商选择其它重要管理职位的同等严格标准。
The selection process for key account managers should conform to the same rigorous standards the supplier employs for other critical managerial positions.
考虑实行关键客户管理计划的公司应对大客户经理职业技能要求做出详细评估。
Firms considering key account management programs should complete a thorough assessment of skill requirements for their key account managers.
还有另外一种方法，但是通常成本较高，即制定一份标准化培训方案，要求所有新进大客户经理必须完成。
An alternative, but typically more expensive, approach is to develop a standardized training program that all new key account managers must complete.
在制定关键客户计划、表述针对关键客户所实行的策略和行动方案中，大客户经理扮演着核心角色。
The key account manager plays the central role in articulating the strategy and action programs for the key account in the context of developing the key account plan.
在对大客户经理职业技能要求进行评估时，供应商应清楚其对这些经理人员的期望。
In assessing skill requirements for key account managers, the supplier should be very clear about the results it expects from these managers.
这是因为大客户对供应商来说如此重要，不能让大客户经理这个职位空缺或任命不合适的人选。
Because, key accounts are so important to the supplier, it cannot afford to have key account manager positions unfilled or to fill them with inappropriate personnel.
在供应商与其大客户的关系中，大客户经理的作用至关重要。
The key account manager position is pivotal in the supplier's relationships with its key accounts.
大客户经理须具备经营数百万美元生意的重要技能。
The key account manager must possess significant skill to run a multi-million dollar business.
也许，对于大客户经理这个职位来说，最具优势的候选人就是一直在将新指认定的关键客户的区域或单一地点场所作为开展销售工作对象的销售人员。
Perhaps the most obvious candidate for a new key account manager position is a salesperson who has been selling to a division or single location of the newly designated key account.
因此，本章的专题是“大客户经理”。
例如：欧文斯·科宁复合材料(OCC)公司的培训计划既包含了大客户经理，也包含了其他职能的参与者。
Example: the training program at Owens Corning Composites (OCC) embraces both key account managers and participants from other functions.
大客户经理的角色日益重要，而对其工作能力的要求也越来越严苛。
The increasingly important yet difficult role that key account managers play makes it imperative that individuals of the highest caliber staff this position.
将大客户经理与传统销售人员区别开来的主要特征是责任的轻重。
But the main feature that distinguishes key account managers from traditional salespeople is the level of responsibility.
能力较强的大客户经理是一项极为有价值的组织资源，公司应该将其视为资产，而非成本。
Because effective key account managers are an extremely valuable organizational resource, the firm should treat them as an asset rather than as an expense.
供应商应建立起自己的一套留住优秀大客户经理的机制，尤其应认真思考关于奖励机制的问题。
The supplier must develop ways of retaining effective key account managers. In particular, the firm must carefully think through reward systems.
在很大程度上，大客户经理的工作就是经营一门生意，而这门生意就是关键客户。
To a very large extent, the job of the key account manager is to run a business; that business is the key account.
文章从关系营销学的角度，通过采用客户关系图来构建大客户经理的关键绩效考核指标体系。
This article USES the customer relational graph from the relational marketing study Angle to construct zhe KPI system of Key Account Manager.
成功的大客户经理能够创造性地帮助关键客户发现和解决问题，不论关键客户方的人员是否意识到这些问题。
The successful key account manager creatively identifies, and solves of key account problems, regardless of whether key account personnel recognize them as problems.
文章以KN涂料公司为例来分析大客户经理如何进行绩效考核及如何构建大客户经理的关键绩效指标考核体系。
This test has analyzed how to evaluate the performance of key customer manager and how to construct the KPI system of key customer manager in KN coating company.
您请坐，我这就通知大客户经理。
在开展这些跨越界限的活动时，大客户经理必须处理好诸多方面的复杂关系。
In conducting these boundary-spanning activities, the key account manager must manage many complex sets of relationships.
本研究调查了湖南铁通公司的大客户经理，采用SPSS11.0与AMOS6.0软件进行实证分析。
This study investigated the Hunan CRC manager of the Key account, using SPSS11.0 and AMOS6.0 software and empirical analysis.
大客户经理候选人的第二个来源是为其它组织工作的主管。
The second source of key account manager candidates is executives working for other organizations.
此外，在运行较好的关键客户项目中，大客户经理不仅有确保销售收入的责任，还有确保利润的责任(至少要有利润贡献)。
Furthermore, in well-run key account programs, the key account manager not only has top-line (sales revenue) responsibility, but also bottom-line profit (or, at least, profit contribution).
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