Seven Keys to Managing Strategic Accounts
Sherman, Sallie; Sperry, Joseph; Reese, Sam
Language: English
Published by McGraw Hill, 2003
- Hardcover
- Used
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- Title
- Seven Keys to Managing Strategic Accounts
- Author
- Sherman, Sallie; Sperry, Joseph; Reese, Sam
- Publisher
- McGraw Hill
- Publication year
- 2003
- Condition
- As New
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 0071417524
- ISBN 13
- 9780071417525
- Series
- Book 30 of 81: MARKETING/SALES/ADV & PROMO
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
"Synopsis" may belong to another edition of this title.
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.
"About the title" may belong to another edition of this title.
GreatBookPricesUK
Woodford Green, United Kingdom
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