The Scholar of Business

Account Management – Bridging the Gap

Ask most sales managers what they require of their sales people when it comes to account management and you will get a variety of responses. Typical of these responses are the following:

‘I want my sales people to:-

Have a clearly defined strategy for each key account
Demonstrate that they have all angles covered with an account management plan
Identify and manage key decision-makers
Understand how buying decisions are made
Use a process to actively manage the account.

Ask customers what they look for in a good account manager and the responses take on a different emphasis. They express the skills in some or all of the following ways:

‘I want account managers to:-

Show that they are constantly thinking about us
Be active in bringing us new ideas
Be highly responsive to our needs and problems
Show sensitivity in working with our decision-making processes
Support us with state of the art technology, products and processes.

In summary, the supplier sees the account manager as someone whose job it is to PROTECT AND GROW the account. The customer sees the account manager’s primary role as someone whose job it is to CARE FOR AND CULTIVATE their account. The reality is that the account manager has to fulfil both roles, and bridge the gap between these two sets of requirements.

The tensions facing account managers surround the issue of how they should position themselves between these two requirements. If they are seen to be acting too much in the interests of their own organisation the trust between them and their customers may suffer. If, on the other hand, they are seen to be acting too much in the interests of their customers, they may be perceived as being disloyal, and the trust between them and their organisation may suffer.

Business organizations across the world are under increasing pressure than ever before to stay dynamic and responsive in their competitive positions due to a global economic phenomenon resulting from ‘Liberalization, globalization and privatization. They have to become more productive to meet competition. It is a good strategy to maintain a competitive advantage in a competitive market.  Productive efficiency is of crucial importance for managing inflation for lowering costs of goods and services.

Productivity is the essential prerequisite for increasing exports to  achieve  export led growth, also  through  technological  development to  generate  wealth for further investment,  and social welfare and economic  of any country.

The concept of productivity is generally defined as the relation between output and input. It is argued that productivity is one of the basic variables governing economic production activities.

Productivity is a multifaceted phenomenon. It denotes an increasingly efficient and effective use of resources of land, labor, capital, and technology. It is combination of number of diverse aspects like:

optimum utilization of available and potential resources, assets, and capacity,
effective management of projects without waste of time and  before cost escalations
waste avoidance in the use of materials, machines, energy, time and other inputs,
labor cost and/or higher quality goods and services,
modernization of plants, and machinery,
development of technology and pursuit of innovation,
dedicated managerial leadership and
full utilization  of human talents, creativity and skills

Productivity and innovation are crucial for the socio-economic development of nations.  Unemployment, underdevelopment, inflation and poverty, and the resultant unrest within a society are largely the consequences of its low and/or declining productivity in various industries.

A nation prospers when production activities are managed intelligently, diligently, and harmoniously. Otherwise the cost of resources will be high. Thus, the poverty of nation is an outcome of weakness in the organization and management of their production resources.

Trent Consultants News Possible link studied between childhood abuse and early cellular aging

Trent Consultants News Children who suffer physical or emotional abuse may be faced with accelerated cellular aging as adults, according to new research from Butler Hospital and Brown University.

Trent Consultants News: The findings, which are published online in the journal Biological Psychiatry, draw a direct connection between childhood psychological trauma and accelerated reduction in the size of telomeres, the “caps” on the end of chromosomes that promote cellular stability. Telomeres typically shorten with age.

After measuring DNA extracted from blood samples of 31 adults, researchers found accelerated shortening of telomeres in those who reported suffering maltreatment as children, compared to study participants who did not.

“It tells us something. It gives us a hint that early developmental experiences may have profound effects on biology that can influence cellular mechanisms at a very basic level, said Dr. Audrey Tyrka, the study’s lead author. Tyrka is assistant professor of psychiatry and human behavior at The Warren Alpert Medical School of Brown University, and associate chief of the mood disorders program at Butler Hospital in Providence, R.I.

The work of Tyrka and the other authors builds on previous research that established psychological stress and trauma as risk factors for a number of medical and psychiatric illnesses. Other work has linked some of these psychiatric and medical problems with shortened telomere length. This study now establishes a link between early psychosocial stress and shorter telomere length.

Researchers have also found that telomeres shorten at a higher rate when exposed to toxins, such as radiation or cigarette smoke. Other studies have looked at adult female caregivers who are responsible for children with developmental delays, determining a link between accelerated telomere shortening and the higher stress levels the caregivers faced.

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