The Seven Keys to Managing Strategic Accounts
McGraw-Hill; 1 edition | ISBN: 0071417524 | 256 pages | April 11, 2003 | CHM
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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