The Seven Keys to Managing Strategic Accounts

Reese, Samuel, Sperry, Joseph, Sherman, Sallie

ISBN 10: 0071417524 ISBN 13: 9780071417525

Edit� par McGraw-Hill Education, 2003

Langue: anglais

Etat : Occasion - Assez bon Couverture rigide

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Used book that is in excellent condition. May show signs of wear or have minor defects.

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D�tails bibliographiques

Titre

The Seven Keys to Managing Strategic Accounts

�diteur

McGraw-Hill Education

Date de parution

2003

Langue

anglais

ISBN � 10 chiffres

0071417524

ISBN � 13 chiffres

9780071417525

Reliure

Couverture rigide

�dition

1st Edition.

�tat de l'article

Very Good

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A propos de ce titre

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

� 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 r�f�rence � une autre �dition de ce titre.

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