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Hardcover The Seven Keys to Managing Strategic Accounts Book
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ISBN: 0071417524

ISBN13: 9780071417525

The Seven Keys to Managing Strategic Accounts

by , ,

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

Recommended

Format: Hardcover

Condition: New

$33.45
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List Price $42.00
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Related Subjects

Accounting Accounting & Finance Advertising Business Business & Investing Economics Entrepreneurship Management & Leadership Marketing Marketing & Sales

Customer Reviews

5 ratings
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Great for Account Managment

Published by Thriftbooks.com User , 16 years ago
One of the best books for account managment. Really helped us in developing our model.

The Bible for Account Management

Published by Thriftbooks.com User , 18 years ago
Over the last three years, we have been using "The Seven Keys..." as the bible to follow in our implementation process. Every person involved is required to read the book. It has become our organization's often-quoted bible for account management. A must read!

Make sure you have a program that really works?

Published by Thriftbooks.com User , 21 years ago
In today's marketplace key account (relationship) management is imperative. With the ever changing/increasing demands placed on these accounts it is even more important to develop a focus and a strategic game plan behind them. This book is a must read and a must have on your bookshelf. It's laid out in a friendly manner (the seven keys) and is easy to read. Whether you currently have a strategic account management program in place, are looking at implementing a new program, or are looking how to fine-tune an existing one -- the 7 Keys to Managing Strategic Accounts will help you in the process. Make sure you have a program that really works!

Great Real-World Advice

Published by Thriftbooks.com User , 21 years ago
As an MBA candidate who spends far too much time reading textbooks, I found Seven Keys a welcome change in my business reading. It's readable, well-organized, full of real-world examples, and it lets me quickly know how I can ready an organization for effective strategic account management. These authors clearly have busy people in mind. I read the chapters that were of particular interest and then I read the remainder. Time well-spent.Jay Readey MBA Candidate, Yale University School of Management

Common-Sense Guidance Just in Time!

Published by Thriftbooks.com User , 21 years ago
We just launched what we thought was astrategic account program for our largestcustomers last year, but I just learnedfrom this book that it's actually a keyaccount program in disguise.Now we can use the authors' common-senseguidance to focus on the customers whotruly have strategic potential, align ourentire company behind the initiative insteadof just the sales force, and set up anaccount manager development program thatreally works. Great job!David S. FeldmannProduct Manager, Legal & Business ProductsThe Bureau of National Affairs, Inc.
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