The Seven Keys to Managing Strategic Accounts

SALLIE SHERMAN

JOSEPH SPERRY

SAM REESE

McGraw-Hill

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Copyright 2003 by The McGraw-Hill Companies, Inc.

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ISBN 0-07-141752-4

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Library of Congress Cataloging-in-Publication Data

 Sherman, Sallie.     The seven keys to managing strategic accounts / by Sallie Sherman, Joseph Sperry, and Sam Reese.       p. cm. Includes bibliographical references. 

ISBN 0-07-141752-4 (hardcover : alk. paper)

1. Selling—Key accounts. 2. Marketing—Key accounts 3. Strategic planning. I. Sperry, Joseph. II. Reese, Sam (Samuel J.) III. Title.

HF5438.8.K48S54 2003

658.15'11—dc21

2002156091

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