Index_E


E

E-business

applications, 11

approach, 58

E-commerce, 125

Economic buyers, 114

EDI. See Electronic data interchange

Edwards, Bob, 29–35, 40

Eisenbach, Karen, 49

Electronic data interchange (EDI)

billing, usage, 148

implementation. See Customers

initiative, value quantification, 171

system, 80

billing package, 170

offer, 169

usage, 140, 142

Electronic funds transfer, 170

E-mail capabilities, 165

Emotional switching costs, increase, 174

Employees

answers, transformation, 176

cynicism, instilling/reinforcement, 176

relationship management, orchestration. See Suppliers

satisfaction, increase, 176, 183

swat teams. See Knauf Fiberglass

Employment skills testing, development, 87

End-of-the-year price shopping, 75

Engaged marketers, 79

Engineering firms, marketing/sales expenses, 136

Enterprise account management model. See Reynolds & Reynolds

Enterprise customers, 64

Enterprise management systems, 10–11

Enterprise Resource Planning (ERP), 12

software

investment, 155

re-implementation, 155

system, re-implementation, 155

Enterprise Solutions Group, growth rate. See Reynolds & Reynolds

Entrepreneurial behavior, demonstration, 94

ERP. See Enterprise Resource Planning

Estimated revenues, estimated costs (subtraction), 69

Executive cross-functional group, usage, 78

Executive leadership, creation. See Cross-functional executive leadership

Executive support group, cross-departmental, 35

Executive-to-executive relationships, 178

Executive visits. See Ironbolt Steel

External relationships, number, 103




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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