Hence, we devote this chapter to key account managers.
因此，本章的专题是“大客户经理”。
We conclude by reporting the results of studies of key account managers.
最后我们将得出大客户经理这一命题的研究结果。
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。
An excessive number of measures is confusing and may divert key account managers from their central objective.
过多的测量方式容易造成混淆和阻碍关键账户经理达到中心目标。
As part of this we provide dedicated account managers for all our clients and strive to be a partner of choice.
我们为所有客户安排非常专业的帐户经理，也期待成为客户的首要选择。
To thrive, IBM account managers try to take control of a company's IT strategy so they can keep pushing new products.
为了生存，IBM的客户经理试图控制一家公司的IT战略以便推行新产品。
The starting point for developing a system to reward key account managers is clarity on the requirements of the job.
开发一个关键账户经理的报酬系统旨在澄清工作要求。
Figure 4.3 shows study results indicating the actual number of performance measures firms use for key account managers.
图4.3显示了指定实际数量的使用关键账户经理的绩效测量公司的研究结果。
But the main feature that distinguishes key account managers from traditional salespeople is the level of responsibility.
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。
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。
Sales managers, supervisors and representatives, account managers and supervisors, people involving in product selling and customer service.
销售部经理、主管，销售代表，客户部经理、主管以及与从事产品销售和客户服务相关的人士。
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。
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。
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。
With the help of the national sales team, Key Account Managers' main task is to coordinate sales and support activities for large global accounts.
由于国家销售队伍的帮助，大客户管理者的主要任务就是协调和支持全球客户的活动。
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。
Provide training to the first-line Account Managers on Company offerings and the resources available to them to assist in answering customer questions.
为一线客户经理提供培训，提供他们相关信息，解答客户问题。
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。
Training's role is to take the human resources appointed through the recruitment and selection process, and mold these into effective key account managers.
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。
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。
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。
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。
For key account managers whose major responsibility is short-term sales, sales volume (or, possibly, profit contribution) in the current period is a typical metric.
对于主要责任是短期销售的关键账户经理，其销售量(或可能的利润贡献)在现阶段按照典型的测量。
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。
Regardless of the fast-track potential of individual key account managers, the supplier should be careful to ensure that key account managers do not turn over too frequently.
尽管关键客户经理具有相当快的发展潜力，供应商还是应该慎重考虑认真确保关键客户经理的更换频率，使之不会太快。
If you would like to know more about our business travel services please complete the form below or call us on 021-6135 1287 and one of our account managers will be glad to help.
如果您有商旅服务的需求或想知道拍档更多的商旅服务可以填写以下的需求表单，或拨打021-6135 1287，我们将有客户经理为您提供咨询解答。
Some firms are using the balanced scorecard approach for evaluating the performance of key account managers. In this method, the firm develops measures in several different areas like.
一些公司目前正使用平衡记分卡方式进行关键账户经理的评估。此方法中，公司在多个不同领域开发了测量，如下所示。
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。
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