The Seven Keys to Managing Strategic Accounts
| By: | Sherman, Sallie; Sperry, Joseph; Reese, Samuel |
| Publisher: | McGraw-Hill Professional |
| Print ISBN: | 9780071417525 |
| eText ISBN: | 9780071417525 |
| Edition: | 1 |
| Copyright: | 2003 |
| Format: | Page Fidelity |
eBook Features
Instant Access
Purchase and read your book immediately
Read Offline
Access your eTextbook anytime and anywhere
Study Tools
Built-in study tools like highlights and more
Read Aloud
Listen and follow along as Bookshelf reads to you
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