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Description
The Seven Keys to Managing Strategic AccountsMarket 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
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
Binding Type: Hardcover
Publisher: McGraw-Hill Education
Published: 04/29/2003
ISBN: 9780071417525
Pages: 256
Weight: 1.11lbs
Size: 9.44h x 6.28w x 0.90d
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