The Seven Keys to Managing Strategic Accounts - Couverture rigide

Livre 30 sur 81: MARKETING/SALES/ADV & PROMO

SHERMAN

 
9780071417525: The Seven Keys to Managing Strategic Accounts
Couverture rigide
ISBN 10 : 0071417524 ISBN 13 : 9780071417525
Editeur : McGraw Hill, 2003

Synopsis

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

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos des auteurs

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.



McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
McGraw Hill
Date d'édition
2003
Langue
anglais
ISBN 10 
0071417524
ISBN 13 
9780071417525
Reliure
Relié
Nombre de pages
225
Coordonnées du fabricant
non disponible
Personne responsable
gpsr@libri.de
gpsr@libri.de

Friedensallee 273
Hamburg
22763
Allemagne