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The Seven Keys to Managing Strategic Accounts

The Seven Keys to Managing Strategic Accounts - Hardcover

by Sallie Sherman, Joseph Sperry, Samuel Reese
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Availability:In StockContributor:Sallie Sherman, Joseph Sperry, Samuel ReesePublish date:2003-04-29Pages:256
Language:EnglishPublisher:McGraw-Hill CompaniesISBN-13:9780071417525ISBN-10:71417524UPC:9780071417525Book Category:Business & EconomicsBook Subcategory:Sales & Selling, Advertising & Promotion, EntrepreneurshipSize:9.44 x 6.28 x 0.90 inchesWeight:1.1111Product ID:SCZ78N60B0

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
Language:EnglishPublisher:McGraw-Hill CompaniesISBN-13:9780071417525ISBN-10:71417524UPC:9780071417525Book Category:Business & EconomicsBook Subcategory:Sales & Selling, Advertising & Promotion, EntrepreneurshipSize:9.44 x 6.28 x 0.90 inchesWeight:1.1111Product ID:SCZ78N60B0

Sallie Sherman, Ph.D. is the president of S4 Consulting.

Joseph Sperry, Ph.D. is a partner with S4 Consulting.

Samuel Reese is president and CEO of Miller Heiman.


Publisher: McGraw-Hill Companies

Contributor(s)

Sallie Sherman, Joseph Sperry, Samuel Reese

Author

Sallie Sherman, Joseph Sperry, Samuel Reese

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