Table of Contents


the seven keys to managing strategic accounts
The Seven Keys to Managing Strategic Accounts
by Sallie Sherman, Joseph Sperry and Samuel Reese ISBN:0071417524
McGraw-Hill 2003 (204 pages)

Through case examples gathered from the authors' experiences in helping organizations manage their most critical business relationships, this book points out the keys in designing and implementing a strategic account management program.

Table of Contents
The Seven Keys to Managing Strategic Accounts
Preface
Chapter 1- Introduction: What is Strategic Account Management?
Part 1 - Getting Everyone Headed in Roughly the Same Direction: What Didn't Work
Chapter 2- Key 1: Define Strategic Account Management as a Business Rather Than a Sales Initiative
Chapter 3- Key 2: Create Firm Alignment and Commitment to Meet Strategic Accounts' Needs and Expectations
Chapter 4- Key 3: Start with the Right Number of the Right Strategic Accounts
Part 2 - Tactical Issues in Strategic Account Management ... Ironbolt Steel and Executive Visits: What Didn't Work
Chapter 5- Key 4: Create Human Resources Support for Strategic Account Managers
Chapter 6- Key 5: Create Firmwide Relationships at Multiple Levels of Relationships Between the Firm and its Most Critical Accounts
Chapter 7- Key 6: Regularly Quantify and Communicate the Value Received From and Delivered to Strategic Accounts
Chapter 8- Key 7: Use Technology Judiciously
Part 3 - From Analysis to Action... Ticonderoga Chemical and Strategic Account Management: The Payoff
Chapter 9- Conclusion: From Analysis to Action: Moving the Game Forward
References
Index
List of Figures



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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