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ABC. See Activities-based costing
Account management. See Strategic account management
processes, 158
execution, 94
program, 66
resources, 187
strategies, clarity, 60
Account managers, 87
assistance, 128
compensation, 105–106
programs, creation, 112
competencies, 111
duties, 117
field compensation problem, 107
training, 160
Accounts. See Boise Office Solutions; Co-destiny accounts; Focused accounts
alignment. See Firms
analyses, 97
assignment, quality, 159
by assumption management, 146
business challenges (understanding/alignment), 21–22
buying influences, SAM understanding, 119
buying-influence groups, identification, 128
contacts, 102
decision-making group, 84
expectations. See Strategic accounts
growth potential, measurement, 69
knowledge, 127
location. See Transactional-to-strategic buyer continuum
loyalty, 183. See also Strategic account management
increase, creation, 187
needs. See Strategic accounts
SAM understanding, 65
number, usage, 112
overassigning, 104
planning, 105
plans, writing, 97
portfolio, 137
productivity, increase, 179
profitability. See Strategic account management
increase, providing, 187
relationships, 103
high-risk , 32
high-value, 74
number, 112
SAM relationships, examination, 117
selling
programs, strategic account management programs (comparison), 3–10
strategic account management, contrast, 2–3
size, requirement, 179
strategic, naming, 132
strategy, development, 99
teams, training, 98
Accounts payable process, 142
Account-selection criteria, setup, 74
Acquisition costs, 136, 182
Action. See Getting-started actions
plan, implementation, 86, 99
process. See Analysis/action process
Activities-based consulting business, usage, 141
Activities-based costing (ABC), 66, 139
concepts, 141
teams, usage, 140
usage, 143, 151
Adams, Bob, 33–34
Administrative activity, 105
Alignment. See Firms
benefits, 41–43
creation. See Firms
difficulty, 44–45
example. See Reynolds & Reynolds
Allegiance Healthcare, 142
Alliance Account
directors. See Marriott International
program. See Marriott International
Analysis/action process, 173. See also Strategic account management
Assessment-center tests, 87
Asset-replacement cost. See Customers
determination/estimation, 136
Automark web services, 11
Automation. See Information technology
systems, cost. See Salesforces
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