The Seven Keys to Managing Strategic Accounts by Sallie Sherman

The Seven Keys to Managing Strategic Accounts

bySallie Sherman, Joseph Sperry, Samuel Reese

Hardcover | April 29, 2003

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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

About The Author

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.

Details & Specs

Title:The Seven Keys to Managing Strategic AccountsFormat:HardcoverDimensions:256 pages, 9.3 × 6.4 × 0.85 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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