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Strategic accounts are your firm’s lifeblood: they play a critical role in its success or failure. The Seven Keys to Managing Strategic Accounts is filled with best practices and examples of how to intelligently manage key interactions and relationships with these vital accounts—for greater loyalty, higher profitability, and consistent competitive advantage.
Let this hands-on guidebook’s compelling case studies and examples help you to:
Discover how today’s marketing leaders are designing and implementing cost-effective, results-oriented strategic account programs, and how you can follow their lead, in The Seven Keys to Managing Strategic Accounts.
About the Authors
Sallie Sherman is the president and CEO of S4 Consulting, a leading-edge relationship management firm that has helped business-to-business clients use strategic account management for nearly two decades.
Joseph Sperry is a partner with S4 Consulting, and a recognized national authority on the principles and application of strategic account relationship management.
Sam Reese is president and CEO of Miller Heiman, a leading developer and provider of sales management solutions for sales organizations and professionals.
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Library of Congress Cataloging-in-Publication Data
Sherman, Sallie. The seven keys to managing strategic accounts / by Sallie Sherman, Joseph Sperry, and Sam Reese. p. cm. Includes bibliographical references.
ISBN 0-07-141752-4 (hardcover : alk. paper)
1. Selling—Key accounts. 2. Marketing—Key accounts 3. Strategic planning. I. Sperry, Joseph. II. Reese, Sam (Samuel J.) III. Title.
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