The Seven Keys to Managing Strategic Accounts

Hardcover | April 29, 2003

bySallie Sherman, Joseph Sperry, Samuel Reese

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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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From the Publisher

Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customersThe 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 C...

From the Jacket

Top-to-Bottom Techniques for Keeping Your Best Customers In-House and Happy--and Away from Your CompetitionStrategic accounts are your firm's lifeblood; they play a critical role in its success or failure. The Seven Keys to Managing Strategic Accounts is filled with best practices and examples of how to intelligently manage key interac...

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.

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Kobo ebook|Sep 6 2013

$30.39 online$39.37list price(save 22%)
Format:HardcoverDimensions:256 pages, 8.9 × 6.2 × 0.86 inPublished:April 29, 2003Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071417524

ISBN - 13:9780071417525

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