New York Chicago San Francisco Lisbon London Madrid Mexico City Milan Montreal New Delhi San Juan Seoul Singapore Sydney Toronto
Copyright 2003 by The McGraw-Hill Companies, Inc.
All rights reserved. Printed in the United States of America. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher.
1 2 3 4 5 6 7 8 9 0 DOC /DOC 0 9 8 7 6 5 4 3ISBN 0-07-141752-4
McGraw-Hill books are available at special quantity discounts to use as premiums and sales promotions, or for use in corporate training programs. For more information, please write to the Director of Special Sales, McGraw-Hill, Professional Publishing, 2 Penn Plaza, New York, NY 10121-2298. Or contact your local bookstore.
This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that neither the authors nor the publisher are engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional should be sought.
—From a Declaration of Principles jointly adopted by a Committee of the American Bar Association and a Committee of Publishers.
This book is printed on recycled, acid-free paper containing a minimum of 50% recycled de-inked fiber.
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.
To our families, friends, and customers who have nurtured and supported us throughout this process.