KA是什么岗位，KA，LA，SMB客户有什么区别？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">沪江网校15周年活动正在火热进行中，</span><span style="color: black;"><strong style="color: blue;">全勤全返学费、1元学语法、500元优惠券</strong></span><span style="color: black;">等特惠福利来袭......长按识别上方二维码，<span style="color: black;">就可</span>报名参与活动！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">TOB（面向企业）行业<span style="color: black;">通常</span>会把客户分三类，分别是<span style="color: black;">SMB客户，LA客户，KA客户</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">SMB: 中小型企业客户</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">LA: 大中型企业客户</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">KA：大型企业客户</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">今天就来展开讲讲这3种客户和岗位都有什么区别~</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">KA岗位、KA客户和SMB客户的含义：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">0</strong><strong style="color: blue;">1</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">KA岗位</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">KA岗位，即</span><strong style="color: blue;">KeyAccount Manager</strong><span style="color: black;">的缩写，中文是</span><strong style="color: blue;">关键客户经理</strong><span style="color: black;">。KA经理负责管理<span style="color: black;">机构</span>最重要的客户，即</span><strong style="color: blue;">KA客户</strong><span style="color: black;">。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">KA客户<span style="color: black;">指的是</span><span style="color: black;">对<span style="color: black;">机构</span>业务贡献重大、<span style="color: black;">拥有</span>较高战略价值的客户</span>。这些客户<span style="color: black;">一般</span>是<span style="color: black;">大型企业或组织，如<span style="color: black;">跨境</span><span style="color: black;">机构</span>、政府<span style="color: black;">公司</span></span>等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">0</strong><strong style="color: blue;">1</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">KA岗位</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://q2.itc.cn/q_70/images03/20240525/ae4c5ad33cae415ab1137ec8e30558e8.gif" style="width: 50%; margin-bottom: 20px;"></p>
Job deion for a Key Account Manager
职位描述：关键客户经理
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">The Key Account Manager will be responsible for<span style="color: black;">developing and managing relationships with our most important customers</span>.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">关键客户经理将负责发展和管理与<span style="color: black;">咱们</span>最重要客户的关系。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">They will<span style="color: black;">work closely with sales, marketing, and customer service teams to ensure</span>that we are providing our KA customers with the best possible experience.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">她们</span>将与<span style="color: black;">营销</span>、营销和客户服务团队密切合作，<span style="color: black;">保证</span><span style="color: black;">咱们</span>为KA客户<span style="color: black;">供给</span>最佳体验。</span></p>
Example of a Key Account Manager
关键客户经理示例
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Jane Doe is a Key Account Manager at ABC Company. She has been with the company for 5 years and<span style="color: black;">has a proven track record of success in managing and growing key accounts</span>.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Jane Doe是ABC<span style="color: black;">机构</span>的一名关键客户经理。她在<span style="color: black;">机构</span>工作了5年，在管理和发展关键客户方面有着良好的业绩记录。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Jane<span style="color: black;">is responsible for a portfolio of</span>Fortune 500 companies and has helped to increase their business with ABC Company by 20% in the past year.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Jane<span style="color: black;">负责管理一批财富500强<span style="color: black;">机构</span></span>，并<span style="color: black;">帮忙</span><span style="color: black;">她们</span>在过去一年中将与ABC<span style="color: black;">机构</span>的业务增长了20%。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">KA经理的职责<span style="color: black;">包含</span>：</strong></p>识别和<span style="color: black;">评定</span>潜在的KA客户。
制定和实施KA客户策略。
<span style="color: black;">创立</span>和<span style="color: black;">守护</span>与KA客户的关系。
促进KA客户的<span style="color: black;">营销</span>和盈利。
<span style="color: black;">处理</span>KA客户的问题和投诉。<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">KA经理<span style="color: black;">必须</span>具备以下素质：</strong></p>
优秀的沟通和谈判能力。
对行业和市场的深入<span style="color: black;">认识</span>。
强大的分析和<span style="color: black;">处理</span>问题能力。
良好的团队合作精神。
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">0</strong><strong style="color: blue;">2</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">KA客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">KA客户，即<strong style="color: blue;">Key Account</strong>的缩写，中文是<strong style="color: blue;">关键/重点</strong><strong style="color: blue;">客户</strong>。KA客户<span style="color: black;">指的是</span>对<span style="color: black;">机构</span>业务贡献重大、<span style="color: black;">拥有</span>较高战略价值的客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">0</strong><strong style="color: blue;">2</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">KA客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://q0.itc.cn/q_70/images03/20240525/eefd806a19264570b66b1327b0329a37.gif" style="width: 50%; margin-bottom: 20px;"></p>
Definition of a Key Account
关键客户定义
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">A key account is a customer that is critical to the success of a business. These customers are typically<span style="color: black;">large, profitable, and have a long-term relationship with</span>the company.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">关键客户<span style="color: black;">指的是</span>对企业成功至关重要的客户。这些客户<span style="color: black;">一般</span><span style="color: black;">规模庞大、利润丰厚，并且与<span style="color: black;">机构</span>建立了<span style="color: black;">长时间</span>关系</span>。</span></p>
Example of a Key Account
关键客户示例
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Microsoft is a key account for Dell Technologies</span><span style="color: black;">. Dell sells a wide range of Microsoft products, including laptops, desktops, and servers. Microsoft is also a major customer for Dells services business.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">微软是戴尔科技<span style="color: black;">机构</span>的一家关键客户。戴尔<span style="color: black;">营销</span><span style="color: black;">各样</span>微软<span style="color: black;">制品</span>，<span style="color: black;">包含</span>笔记本电脑、台式机和服务器。微软<span style="color: black;">亦</span>是戴尔服务业务的主要客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">例句：Our company is committed to providing our KA customers with the highest level of service.</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">咱们</span><span style="color: black;">机构</span>致力于为KA客户<span style="color: black;">供给</span>最高水平的服务。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">KA客户<span style="color: black;">一般</span><span style="color: black;">拥有</span>以下特点：</p>购买量大、利润高。
<span style="color: black;">拥有</span>较强的影响力和号召力。
与<span style="color: black;">机构</span>有<span style="color: black;">长时间</span>合作关系。<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">针对</span>KA客户，<span style="color: black;">机构</span><span style="color: black;">一般</span>会采取以下策略：</p>
<span style="color: black;">供给</span>最优惠的价格和折扣。
<span style="color: black;">供给</span>最<span style="color: black;">优秀</span>的<span style="color: black;">制品</span>和服务。
<span style="color: black;">供给</span>最周到的售后服务。
<span style="color: black;">创立</span><span style="color: black;">长时间</span>的合作关系。
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">0</strong><strong style="color: blue;">3</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">SMB客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">SMB客户，即</span><strong style="color: blue;">Small and Medium-sized Businesses</strong><span style="color: black;">的缩写，中文是</span><strong style="color: blue;">中小型企业客户</strong><span style="color: black;">。SMB客户<span style="color: black;">指的是</span><span style="color: black;">规模较小、业务相对简单、购买量相对较小的客户</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">0</strong><strong style="color: blue;">3</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">SMB客户</strong></p>
Definition of an SMB
SMB客户定义
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">An SMB is a <span style="color: black;">small or medium-sized business</span>. These businesses typically<span style="color: black;">have fewer than 500 employees and annual revenue of less than $100 million</span>.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">SMB<span style="color: black;">指的是</span><span style="color: black;">中小型企业</span>。这些企业<span style="color: black;">一般</span><span style="color: black;">持有</span>员工<span style="color: black;">少于500人，年收入少于1亿美元</span>。</span></p>
Example of an SMB
SMB客户示例
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Johns Coffee Shop is an SMB. The shop has 10 employees and annual revenue of $5 million.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Johns Coffee Shop是一家SMB。该店<span style="color: black;">持有</span>10名员工，年收入500万美元。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Johns Coffee Shop buys coffee beans, pastries, and other supplies from a variety of vendors.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Johns Coffee Shop从<span style="color: black;">各样</span>供应商处购买咖啡豆、糕点和其他用品。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">例句：We are always looking for new ways to partner with our SMB customers.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">咱们</span><span style="color: black;">始终</span>在寻找与SMB客户合作的新<span style="color: black;">办法</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">针对</span>SMB客户，<span style="color: black;">机构</span><span style="color: black;">一般</span>会采取以下策略：</p>
<span style="color: black;">供给</span>标准化<span style="color: black;">制品</span>和服务。
<span style="color: black;">供给</span>简单的<span style="color: black;">营销</span>和服务流程。
<span style="color: black;">供给</span><span style="color: black;">拥有</span>竞争力的价格。
<span style="color: black;">创立</span>良好的客户关系。
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