Index_T


T

Target Stores, 124

Team-based compensation, 110–111

Team-based organization, 183

Teams. See Knauf Fiberglass

building, 100

cross-functional or multilevel

collection, 94

customization, 60

members, 162. See also Strategic accounts

training. See Accounts

Teamwork, usage, 176

Technical buyers, 115

Technical competencies, development, 87

Technology

creation, 179

nontechnology solutions, 153

organizations, 127–128

orientation. See Users

readiness

assessment, 162. See also Strategic account managers

determination. See Users

resistance. See Strategic account managers

solutions implementation. See Strategic account management programs

subject-matter experts. See Information technology

tools, review/revision, 162–163, 167

usage, 153, 167, 174

impact. See Strategic account management

Technology-based solutions

development, 161–162, 167

hidden costs, 162

support, 161–162, 167

Technology-driven company, technology-supported company (contrast), 154–155

Technology-supported organization, 166

Telemarketers, 154

Third-party account assessments, 49–50

3M

IBM Storage, interaction, 127–129

Technology Group, 127

technology partners, 128

Tools, review/revision. See Technology

Total lifetime values, examination, 135

Total quality initiative. See Countrywide Funding

Total solution, 155–156

Towey, Vicki, 123–127

Toyota. See Southeast Toyota

Technical Information System, 14

Training-as-silver-bullet approach, 95

Trane Companies, 87

Transactional buyers, 179

Transactional thinking/selling, short-term, 106

Transactional-to-strategic buyer continuum, accounts location, 70–71

Travel time (tasks), 105

Treble-damage liability suits, 123

20/80 processes, 143




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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