The Seven Keys to Managing Strategic Accounts

The Seven Keys to Managing Strategic Accounts

4.11 - 1251 ratings - Source

Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters. Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides: A world-class competency model for strategic account managers Techniques for developing a program to manage and grow qco-destinyq relationships Examples and cases from Honeywell, 3M, and other leading corporationsPraise for The Seven Keys to Managing Strategic Accounts: aquot;This book tells it right...there is no magic pill for handling strategic accounts. The authora#39;s seven keys, however, are spot on for ensuring strategic account management success.

Title:The Seven Keys to Managing Strategic Accounts
Author:Sallie Sherman, Joseph Sperry, Samuel Reese
Publisher:McGraw Hill Professional - 2003-04-29


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