|
Key account can carry margin more and more though the No. is less, it can also show the effect strategically for corporation development and improvement. Facing to commercial, IT commercial products is mainly met the customer operation request, normal is hardware. In the 21 st Century, with the development repaid of IT technology, a sale focus on the commercial key account is attracted more and more. So it is theoretical and practical value to study IT commercial products sales.Project management, which is having knowledge, skill, tools for the application. It is very useful to control what has the amount of resource for the sales of key account.Although the academic world has been doing research to IT Commercial Account Sales Management, there are many issues waiting to be resolved, such as the lack of pre-research, the lack of emergency preplan, the uncertain objective, poor cooperation, and cursory winding ups. Directed against these issues, and based on project management methodology, this paper presents IT Commercial Account Sales process as a 4 steps life circle:Planning/Starting Stage, Organization Stage, Implementation Stage, and Winding up/Evaluation Stage. In Planning/Starting Stage, the paper discusses how to gather information, do pre-research and initiate a project; In Organization Stage, the paper presents how to make project plan; In Implementation Stage, we focuses on account needs management, communication and team management, etc.; In Winding up/Evaluation Stage, the paper introduces how to make contract, do installation and evaluations.Besides all these theory above, the paper also involves several project management tools. In addition to which, the author shares a number of real cases in his career—cases in a multi-culture company, China Hewlett-Packard Co. Ltd,. The tools and cases will be very useful in practice life.
|