The Seven Keys to Managing Strategic Accounts

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book The Seven Keys to Managing Strategic Accounts by Sallie Sherman, Joseph Sperry, Samuel Reese, McGraw-Hill Education
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Author: Sallie Sherman, Joseph Sperry, Samuel Reese ISBN: 9780071436304
Publisher: McGraw-Hill Education Publication: April 8, 2003
Imprint: McGraw-Hill Education Language: English
Author: Sallie Sherman, Joseph Sperry, Samuel Reese
ISBN: 9780071436304
Publisher: McGraw-Hill Education
Publication: April 8, 2003
Imprint: McGraw-Hill Education
Language: English

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 "co-destiny" relationships
  • Examples and cases from Honeywell, 3M,and other leading corporations
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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:

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