The Seven Keys to Managing Strategic Accounts - , Joseph Sperry

"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 "

Author: Sherman, Sallie
Author: Sperry, Joseph
Author: Reese, Samuel
Publisher: McGraw-Hill
Illustration: N
Language: ENG
Title: The Seven Keys to Managing Strategic Accounts
Pages: 00000 (Encrypted PDF)
On Sale: 2003-04-08
SKU-13/ISBN: 9780071417525
Category: Business & Economics : Accounting - Managerial