The Seven Keys to Managing Strategic Accounts

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
  
  Author: Sallie Sherman, Joseph Sperry, Samuel Reese
  Publisher: McGraw-Hill Companies
  Published: 04/29/2003
  Pages: 256
  Binding Type: Hardcover
  Weight: 1.11lbs
  Size: 9.44h x 6.28w x 0.90d
  ISBN13: 9780071417525
  ISBN10: 0071417524
  BISAC Categories:
  - Business & Economics | Sales & Selling | General
  - Business & Economics | Advertising & Promotion
  - Business & Economics | Entrepreneurship
  
  

  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.

  This title is not returnable