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The Seven Keys to Managing Strategic Accounts / Edition 1
     

The Seven Keys to Managing Strategic Accounts / Edition 1

3.3 3
by Sallie Sherman, Joseph Sperry, Samuel Reese
 

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ISBN-10: 0071417524

ISBN-13: 9780071417525

Pub. Date: 04/08/2003

Publisher: McGraw-Hill Professional Publishing

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,

Overview

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

Product Details

ISBN-13:
9780071417525
Publisher:
McGraw-Hill Professional Publishing
Publication date:
04/08/2003
Pages:
256
Sales rank:
690,467
Product dimensions:
6.20(w) x 8.90(h) x 0.86(d)

Table of Contents

Contents

PREFACE          

Chapter 1 Introduction: What Is Strategic Account Management?          

PART 1 GETTING EVERYONE HEADED IN ROUGHLY THE SAME DIRECTION: WHAT DIDN'T
WORK          

Chapter 2 Key 1: Define Strategic Account Management as a Business Rather
Than a Sales Initiative          

Chapter 3 Key 2: Create Firm Alignment and Commitment to Meet Strategic
Accounts' Needs and Expectations          

Chapter 4 Key 3: Start with the Right Number of the Right Strategic
Accounts          

PART 2 TACTICAL ISSUES IN STRATEGIC ACCOUNT MANAGEMENT ... IRONBOLT STEEL
AND EXECUTIVE VISITS: WHAT DIDN'T WORK          

Chapter 5 Key 4: Create Human Resources Support for Strategic Account
Managers          

Chapter 6 Key 5: Create Firmwide Relationships at Multiple Levels of
Relationships between the Firm and Its Most Critical Accounts          

Chapter 7 Key 6: Regularly Quantify and Communicate the Value Received
from and Delivered to Strategic Accounts          

Chapter 8 Key 7: Use Technology Judiciously          

PART 3 FROM ANALYSIS TO ACTION ... TICONDEROGA CHEMICAL AND STRATEGIC
ACCOUNT MANAGEMENT: THE PAYOFF          

Chapter 9 Conclusion: From Analysis to Action: Moving the Game Forward          

REFERENCES          

INDEX          


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The Seven Keys to Managing Strategic Accounts 3.3 out of 5 based on 0 ratings. 3 reviews.
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