The Seven Keys to Managing Strategic Accounts

The Seven Keys to Managing Strategic Accounts

ISBN: 9780071417525
Publisher: McGraw-Hill Education
Edition: 1
Publication Date: 2003-04-29
Number of pages: 256
  • $16.91
  • Save $-16.91

Any used item that originally included an accessory such as an access code, one time use worksheet, cd or dvd, or other one time use accessories may not be guaranteed to be included or valid. By purchasing this item you acknowledge the above statement.

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

Customer Reviews


We Also Recommend