accountability

Examples of accountability in the following topics:

• The Responsibilities of Account Executives

• Understanding The Agency System + Account Services

  • Client requests come through Account Services where the project is coordinated.
  • Other job titles related to account management include: Account Supervisor, Assistant Account Executive, Jr.
  • Account Executive and Account Coordinator.
  • An Account Executive, or AE, is the agency representative who directly interfaces with clients.
  • The next packet talks about account planning.

• Support Personnel

  • At large corporations such as IBM, support personnel includes technical specialists who assist or play a key role on customer account teams.
  • While support personnel are often seen as those providing after-sales service or technical assistance, the definition of support staff also includes functions such as accounting, finance, human resources, supply chain, etc.
  • This may be ongoing as part of a key account team or on a temporary basis, with the specialists being called in to the selling situation when required.
  • In highly technical companies, the technical support salesperson is often a member of a key account team and has the title of sales engineer, professional services specialist, or something similar.
  • Highly technical companies like IBM often have technical support salespeople on major account teams.

• Company Capabilities

  • The way leaders foster shared mindsets, orchestrate talent, encourage speed of change, collaborate across boundaries, and learn and hold each other accountable define the company's culture and leadership edge.
  • At the intersection of the individual and the technical, employees bring functional skills and competencies such as programming, cost accounting, electrical engineering, etc.
  • Organization capabilities include talent management, collaboration, and accountability.
  • For example, when a group of leaders master "turning vision in to action" and "aligning the organization," the organization a whole shows more "accountability. "

• Creating Sales Force Structure, Territories, and Goals

  • It does not assess the likelihood of converting "potential" accounts.
  • Of these, the most basic is population (i.e., the number of potential accounts in a territory).
  • Workload (#) = [Current accounts (#) * Average time to service an active account (#)] + [Prospects (#) * Time spent trying to convert a prospect into an active account (#)]
  • Sales potential ($) = Number of possible accounts (#) x Buying power ($)

• Customer Concerns

  • Account or sales managers are often a B2B company's first line of defense when it comes to flagging and responding to customer complaints regarding service disruptions or product malfunctions.
  • B2B brands often assign cross-functional teams – sales representatives, developers, product specialists, and call center professionals – to oversee individual client accounts.
  • This is especially true for large business accounts that generate significant revenue for the company.

• Direct Marketing

  • Direct marketing campaigns focus on the consumer, statistical data generated via outreach and the accountability of the marketer.
  • In 2010, direct marketing accounted for 8.3% of the total U.S. gross domestic product.
  • Commercial and nonprofit businesses spent approximately $150 billion on marketing, accounting for more than half of all U.S. advertising expenditures for the year.

• Making Appropriate Changes to Product, Placement, Promotion, and Pricing

  • Today, the marketing mix--product, placement, promotion and pricing--must take into account both online and offline buyers; traditional media, and digital media.
  • Nevertheless, marketers must take into account the following shifts, which will inevitably effect their product, promotional and pricing strategies:
  • The shift from low agency accountability to greater agency accountability, particularly in advertising.

• Avoiding Potential Fraud

  • The site typically requests the user's personal information, allowing the attacker to "phish," or steal the victim's passwords, PIN, or bank account number.
  • Computers include a wealth of personal information such as bank account numbers and tax information.

• Fixed Costs

  • In management accounting, fixed costs are defined as expenses that do not change as a function of the activity of a business, within the relevant period.
  • For pricing purposes, marketers generally take into account average fixed costs.