7 KEYS MANAGING STRATEGIC AC

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Beschreibung

<p><b>Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers</b></p><p><i>The Seven Keys to Managing Strategic Accounts </i>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.</p><p>Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides:</p><ul>• 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 </ul>

Artikeldetails

EAN

9780071417525

Sprache

Englisch

Einband / Art

Buch

Maße

235 x 157 x 17 mm

Erscheinungsjahr

2003

Verlag / Hersteller

McGraw-Hill Education