Chapter 1: Introduction: What is Strategic Account Management?


Overview

Let's begin by considering:

  1. What is strategic account management?

  2. How does strategic account management differ from key account selling?

  3. What are the benefits of strategic account management?

  4. What are the challenges of strategic account management?




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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