Seven Keys to Managing Strategic Accounts

Samuel J Reese, Joseph Sperry, Sallie Sherman

204 pages, parution le 06/06/2003

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Indisponible

Résumé

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

Contents

Getting everyone headed in roughly the same direction: what didn't work
Tactical issues in tactical account management... ironbolt steel and executive visits: what didn't work
From analysis to action... ticonderoga chemical and strategic account management: the payoff

Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Samuel J Reese, Joseph Sperry, Sallie Sherman
Parution	06/06/2003
Nb. de pages	204
Format	15,5 x 23,5
Couverture	Broché
Poids	510g
Intérieur	Noir et Blanc
EAN13	9780071417525
ISBN13	978-0-07-141752-5