A lot of recruiters talk about KA, what does it mean?

KA (KeyAccount), directly translated as "key customers", the Chinese meaning of "key customers", "the importance of the customer", for the supply side of the enterprise For the supply-side enterprises KA stores is the business area, customer traffic and development potential and other three aspects have a great advantage of the direct sales terminal platform (such as: Wal-Mart, RT-Mart, Auchan, Lotus, Metro, Century Lianhua, Carrefour, Tesco, etc.).

Extended information:

KA means Key (important) Accounts, and the KA you are talking about in recruiting should be recruiting for key account management positions.

The core of KA management:

The principle of key account management is that a few important customers bring in most of the revenue. That's why many companies rank their customers' sales and pick the largest customers to manage as key accounts (KA). Are there some customers who have high purchasing potential but rarely purchase our products? These are the types of customers to formally try to get, and if they aren't classified as KA customers, they may be worse off than if they weren't classified as KA.

The flaw in the traditional approach to KA is that it ignores many of the customers in the offense area of the offense-defense model, and incorrectly puts some of those in the maintenance area into the KA customers.

One of our consulting clients is one of the largest international cell phone providers, selling cell phones in chain electrical hypermarkets (Gome, Suning, etc.) and cell phone retail stores. The initial KA division method is in accordance with each store's own brand of cell phone sales to manage, and then gradually found that some of the stores sold a lot of competitors' products, these stores is to focus on attacking the customer actually not be entered into the KA list.

Now, they have changed the principle of KA, using purchasing potential instead of sales as the basis for KA. Each sales executive must go to each store every day, ask for the total number of cell phones sold that day, and use that value to divide KA customers.

When a store's share of customers (own sales/total cell phone sales) falls below its market share, the sales executive comes to that store and examines displays, promotions, and the behavior of salespeople to ensure that steps are taken to increase sales.

Dividing customers should not be calculated purely on the basis of their contribution to one's own company, but rather on the basis of an objective customer's purchasing potential. How do you calculate purchasing potential and manage it according to an attack and defense model? Let's take a computer company as an example and follow the steps below to manage KA.

Baidu Encyclopedia-KA