What does KA stand for in recruitment?

The KA you mentioned in the recruitment should be the recruitment of key account management positions. The core of KA management: the principle of important customer management is that a few important customers bring most of the income. Therefore, many companies rank the sales of customers and choose the largest customer as the key customer (KA) to manage. Are there some customers who have great buying potential but seldom buy our products? What this kind of customers want to fight for in form, if they don't divide KA customers, it may be worse than not dividing KA customers. The defect of traditional KA division method is that many customers in the attack area are ignored in the attack and defense model, and some maintenance areas are wrongly classified as KA customers. One of our consulting customers is one of the largest mobile phone suppliers in the world, selling mobile phones in chain stores (Gome, Suning, etc.). ) and mobile phone retail stores. At first, KA was divided according to the sales volume of their own brand mobile phones in each store. Later, it was gradually discovered that some stores sold a lot of competitors' products, and these stores were the customers to focus on, but they were not included in KA's list. Now, they have changed the principle of dividing KA, and used purchasing potential instead of sales as the basis for dividing KA. Every sales executive goes to every store every day and asks the store for the total number of mobile phone sales that day, and divides KA customers according to this value. When a store's customer share (self-owned sales/total mobile phone sales) is lower than the market share, the sales supervisor will go to the store to check the behavior of the display, promotion and sales staff to ensure that measures are taken to increase sales. Suppose a computer company wants to calculate the annual computer purchasing potential of a university, and the purchasing potential should be related to the number of students, teachers and arts. College grades are relevant. These indicators are BuyingPowerIndicator, and a multivariate formula can be found by using statistical tools. When the company buys these data from a third-party consulting company, it can calculate the customer's purchasing potential according to this formula. Is this formula available? Is it accurate? Generally speaking, the variance in statistics is used to indicate the accuracy of this formula. After reaching a certain standard, it means that it can be used. For different industries selling different products, we need to find different purchasing power indicators. For example, for fast-moving consumer goods companies that sell products to supermarkets, purchasing power indicators include: business area, number of cash registers, business hours (12 hours /24 hours), number of shelves of related products, types (Carrefour, Wal-Mart, large, medium and small) and so on. Calculating customer share market share is an important indicator pursued by the sales team, but the market is composed of customers, and only by ensuring the improvement of customer share can we gain market share. Customer share is generally expressed as SOW(ShareofWallet) in English, which is equal to our own sales divided by the purchasing potential, so that we can calculate the customer share of each customer. Fill in the attack and defense model with each customer's purchasing potential and customer share, and you can manage KA according to the attack and defense model. KA customers are divided into offensive zone and defensive zone after forming an offensive and defensive team and putting each customer into an offensive and defensive model. The re-division of customers will inevitably bring about changes in the organizational structure. The sales team should be divided into the hunter team responsible for the offensive area and the farmer team responsible for the defensive area. Setting goals When the offensive and defensive areas are clearly divided and the offensive and defensive teams are formed, different sales targets should be set according to the principle of offensive and defensive mode. Get sales growth in the offensive area, operate carefully in the defensive area, and get profits.