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Dear Folks, Can anyone help me to understand what Account Mapping is and what strategies can be followed for this? It is urgent. Regards, Satendra
From India , New Delhi
Hi Satendra,
Account mapping in sales varies as per the service or product you are dealing in. The account mapping is nothing but collecting all the customer information needed to sell your products or services, for e.g. who is the decision maker, what is there budget, when are they planning to make purchase etc. If you have any further doubts reply me with the products and services you deal in and I will try to help you.
Regards
Rohit

From India , Mumbai
Dear Rohit, Thanks for your valuable reply. Is it somewhat related to CRM? Also throw some light on what Corporate Business Management is? Regards, Satendra
From India , New Delhi
CRM typically deals with all aspects of customers i.e. complete customer life cycle, while account mapping deals with finding information and establishing contact with the customer at various level.

CRM is a cycle it deals with: marketing, lead, sales, customer service, repeat purchase, cross sale, up sale etc.

Account mapping has a definite beginning and end: it deals ith finding information about the company and various people in the company.

For e.g. if your company deal in heavy machine and target market is pharmaceutical industry account mapping will involve to find out who are decision makers, influencer etc. in this scenario you will need to know who is manufacturing head, purchase head, factory incharge, finance head, accounts head, quality head, design head and CEO and will need to establish contact base with them you will also need to know there products and manufacturing process, purchase process etc.

Corporate Business Management is a relative word it could deal with managing business of corporate or doing business with corporate i.e. internal marketing strategies or sales (corporate account management).

What is the purpose of your information search, are you a new entrant in the field of sales / marketing or a management student.

From India , Mumbai
Account mapping can mean different things to different people, but in its simplest form it is a technique used by sales professionals to better understand what’s going on behind the scenes at a company where they are attempting to make a sale. Quite literally, Account Mapping often consists of drawing a “map” of the relationships and data points that are known about a target company.
Why use Account Mapping
Account Mapping is all about increasing the amount of data you have about your prospects. With a clearer picture of who the decision makers are, what their motives might be, and who can influence your buyers, you gain tremendous leverage in a sales process. Good account mapping can increase the size of your deals, reduce the time to close, and increase your confidence that deals are making forward progress with each conversation.

From India,
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