Index_R


R

Rackham, N., 42, 189

R&D. See Research & Development

Receiving process, 142

Recovery services, disaster, 125

Reichheld, F., 76, 177, 189

Relationship. See Executive-to-executive relationships; Function-to-function relationships; Inter-firm relationships

cross-validation, 186

deepening, 129

development/management, 94

external number, 103

formation, 179

goals, achievement, 112

grading, 137

investment amount, 137, 151

long-term strategic, building, 112

loyalty, ensuring, 137

management, assistance, 153

quality levels, duplication, 176

Relationship-based approach, 177

Relationship-centric strategic approach, 39

Relationship Management Conference, 50

Relationship map, buyer-influence group, 123

checklist, 117–119

usage, 129

Replacement cost, 131, 151

Request for proposals (RFPs). See Deloitte & Touche; Systems

creation, 148

response, 74

sending, 125

usage, 22

Requisitioning, 141

Research & Development (R&D), joint projects, 65, 169, 179

Research, leveraging opportunity, 183

Resource allocation, reassessment, 132

Retail systems, 10–11

Return on investment (ROI), 137

measures, 132

Revenues. See Customers; Honeywell Industrial Automation and Control Solutions

estimated costs, subtraction, 69

figures, 135

flow, 182

goals, achievement, 112

increase. See GfK Custom Research Incorporated

quarter-to-quarter

focus, 84

generation, 85. See also Strategic accounts

stream. See Customers

sacrifice, 136

Reynolds & Reynolds (R&R), 87

alignment example, 10–12

benefits, 14

CRM services, 11

Dealer Management systems, 12

usage, 13

documents solutions, 11

sales, 14

enterprise account management model, 15

Enterprise Solutions Group, 11, 15

growth rate, 7

growth rate, 14

interaction. See Southeast Toyota

relationship, future. See Southeast Toyota

sales

increase, 14

software solutions, 11

web services, usage, 13

RFPs. See Request for proposals

Richard, Steve, 56

Riemann, Iris, 56–59

ROI (return on investment), 137

Round, representation, 98

Rounds, Beth, 74–75

R&R. See Reynolds & Reynolds

Ruff, R., 189

Russell, Ed, 29–31




The Seven Keys to Managing Strategic Accounts
The Seven Keys to Managing Strategic Accounts
ISBN: 0071417524
EAN: 2147483647
Year: 2003
Pages: 112

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