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Chapter 1: Introduction: What is Strategic Account Management?
Figure 1-1: Key Account Selling Programs and Strategic Account Management Programs—A Comparison
Chapter 3: Key 2: Create Firm Alignment and Commitment to Meet Strategic Accounts' Needs and Expectations
Figure 3-1: Three Elements of Organizational Alignment
Figure 3-2: Benefits of Alignment
Figure 3-3: How Account Aligned Is Your Firm?
Figure 3-4: Strategy Questions
Figure 3-5: Knauf Quality Quest
Chapter 4: Key 3: Start with the Right Number of the Right Strategic Accounts
Figure 4-1: The Buy-Sell Hierarchy
Figure 4-2: Account Portfolio Analysis
Figure 4-3: Customer Value Clarifications
Figure 4-4: Representative Strategic Account Selection Criteria
Chapter 5: Key 4: Create Human Resources Support for Strategic Account Managers
Figure 5-1: The H. R. Chally Strategic Account Manager Competency Model
Figure 5-2: Chally on Time and Effort
Figure 5-3: Chally on Proactive Assistance
Figure 5-4: Chally on Developing Technical Competencies
Figure 5-5: Chally on Training Others
Figure 5-6: Things to Consider
Figure 5-7
Figure 5-8: Factors Impacting Strategic Account Assignment
Chapter 6: Key 5: Create Firmwide Relationships at Multiple Levels of Relationships Between the Firm and its Most Critical Accounts
Figure 6-1: Buying Influence Group (BIG) Map
Figure 6-2: Relationship Map Checklist
Figure 6-3: Strategic Account Loss Cycle
Chapter 7: Key 6: Regularly Quantify and Communicate the Value Received From and Delivered to Strategic Accounts
Figure 7-1: Lifetime Customer Exercise
Figure 7-2: Margin Adjustment Factors
Chapter 8: Key 7: Use Technology Judiciously
Figure 8-1: Seven Steps to Successful Systems Implementation
Chapter 9: Conclusion: From Analysis to Action: Moving the Game Forward
Figure 9-1: Benefits of Strategic Account Management
Figure 9-2: Planning and Implementing a Strategic Account Management Program (SAMP)
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Table of content
The Seven Keys to Managing Strategic Accounts
ISBN: 0071417524
EAN: 2147483647
Year: 2003
Pages: 112
Authors:
Sallie Sherman
,
Joseph Sperry
,
Samuel Reese
BUY ON AMAZON
CISSP Exam Cram 2
Physical Security
Network Access Controls
Applications and Systems-Development Security
Exam Prep Questions
Answers to Practice Exam Questions
Java for RPG Programmers, 2nd Edition
The World Of Java
Structured Operations And Statements
Date And Time Manipulation
An Object Orientation
Appendix A Using Java on the AS/400
Professional Struts Applications: Building Web Sites with Struts ObjectRelational Bridge, Lucene, and Velocity (Experts Voice)
The Challenges of Web Application Development
Managing Business Logic with Struts
Building a Data Access Tier with ObjectRelationalBridge
Creating a Search Engine with Lucene
Building the JavaEdge Application with Ant and Anthill
.NET System Management Services
Using the System.Management Namespace
Handling WMI Events
Instrumenting .NET Applications with WMI
The WMI Schema
WMI Security
Cultural Imperative: Global Trends in the 21st Century
Cultural Spectacles
Cultural Black Holes
Cognitive Processes
Empires Past, Present, and Future
Appendix B Leadership Test
Understanding Digital Signal Processing (2nd Edition)
CONVOLUTION IN FIR FILTERS
REFERENCES
COMPUTING FFT TWIDDLE FACTORS
DUAL-MODE AVERAGING
Section A.4. SOME PRACTICAL IMPLICATIONS OF USING COMPLEX NUMBERS
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