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The Seven Keys to Managing Strategic Accounts
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Bibliographic Detail
Publisher McGraw-Hill
Publication date April 1, 2003
Pages 256
Binding Hardcover
Book category Adult Non-Fiction
ISBN-13 9780071417525
ISBN-10 0071417524
Dimensions 0.75 by 6.50 by 9.50 in.
Weight 1.10 lbs.
Original list price $34.00
Summaries and Reviews
Amazon.com description: Product Description:

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


Editions
Hardcover
Book cover for 9780071417525
 
The price comparison is for this edition
from McGraw-Hill (April 1, 2003)
9780071417525 | details & prices | 256 pages | 6.50 × 9.50 × 0.75 in. | 1.10 lbs | List price $34.00
About: 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.

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