The Seven Keys to Managing Strategic Accounts
- ISBN-10
- 0071436308
- ISBN-13
- 9780071436304
- Category
- Business & Economics
- Pages
- 256
- Language
- English
- Published
- 2003-04-29
- Publisher
- McGraw Hill Professional
- Authors
- Sallie Sherman, Joseph Sperry, Samuel Reese
Description
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
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