Key Account Planning Template Page 2
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1
2
3
4
5
6
7
81.3
Sales History
Sales by product
Three Year Ago
Two Years Ago
Last Year
Inc/
Inc/
Inc/
Sales
Gross M
Sales
Gross M
Sales
Gross M
Dec*
Dec*
Dec*
£m
%
£m
%
%
£m
£m
%
%
£m
£m
%
Total
Size of account**
Share of account
(%)
Definition of account
What products / services are included within the accounts size ?
* Increase / decrease relative to previous year
** How much money does customer spend in this area i.e. on the company’s products and services
1.4
Customer Supplier Management Strategy:
Description of how customer manages supplier relationships. Does it establish
strategic supplier relationships?
1.5
Describe evolution of relationship with account and how this has impacted on
sales performance detailed within 1.3:
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Parent category: Financial