To do this effectively requires close coordination of several key functions - consultative advertising account managers, travel expertise, and leading edge technology.
要想成功地做好GDS广告，需要几个主要功能的协调和配合：广告客户顾问经理、旅游专业知识、领先的技术。
Firms considering key account management programs should complete a thorough assessment of skill requirements for their key account managers.
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。
An alternative, but typically more expensive, approach is to develop a standardized training program that all new key account managers must complete.
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。
The selection process for key account managers should conform to the same rigorous standards the supplier employs for other critical managerial positions.
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。
Because effective key account managers are an extremely valuable organizational resource, the firm should treat them as an asset rather than as an expense.
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。
Hence, we devote this chapter to key account managers.
因此，本章的专题是“大客户经理”。
Key account managers represent the firm to its customers.
大客户经理代表公司与客户打交道。
Of course, the sales force is not the only internal source for key account managers.
当然，销售队伍不是关键客户经理的唯一内部来源。
After all, key account managers have responsibility for managing some of the firm's most valuable assets.
毕竟，关键客户经理有管理企业某些最宝贵的资产的责任。
The capability profile of successful key account managers is quite different from a successful salesperson.
成功的销售人员与成功的关键客户经理在能力方面有很大的差距。
Not only must key account managers conduct substantial data gathering, they must also possess strong market and customer focus.
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。
Example: the training program at Owens Corning Composites (OCC) embraces both key account managers and participants from other functions.
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。
Training also depends on the knowledge, skills, abilities, and experience of those executives the firm appoints to be key account managers.
培训也要取决于公司所任命大客户经理的知识、技能、能力、经验。
In assessing skill requirements for key account managers, the supplier should be very clear about the results it expects from these managers.
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。
The supplier must develop ways of retaining effective key account managers. In particular, the firm must carefully think through reward systems.
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 increasingly important yet difficult role that key account managers play makes it imperative that individuals of the highest caliber staff this position.
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。
Shell's global account team works closely with Shell's power sector team and local account managers to align global best practice with seamless local implementation.
壳牌公司的全球专家组正在开展与壳牌电力行业专家组和地方经理的密切合作，以便调整全球最佳规范，在地方上实现无缝实施。
This research showed that in general key account managers spent appropriate effort in two areas — managing key account relationships and ensuring action and responsiveness to customers.
研究表明，一般来说，关键客户经理会在管理关键客户关系与确保对客户的行动和响应能力这两方面付出了适当的努力。
Example: Once a quarter, Papercp (disguised) provides a two and a half-day session on the company for all of national account managers. The vice presidents from each department address the group.
例如：Papercp（化名）每季度为所有的全国客户经理提供一次为期两天半的公司宣讲会，会上各部门的副总经理都会发表讲话。
Example: Once a quarter, Papercp (disguised) provides a two and a half-day session on the company for all of national account managers. The vice presidents from each department address the group.
例如：Papercp（化名）每季度为所有的全国客户经理提供一次为期两天半的公司宣讲会，会上各部门的副总经理都会发表讲话。
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