Index_H


H

Hamel, G., 45, 189

Hard-dollar specificity, 137

Headcount projection, 105

Heiman, S. E., 86, 189. See also Miller Heiman, Inc.

Hewlett Packard (HP), salesforces (conversion), 98

Hidden costs. See Technology-based solutions

Higher-leverage account contacts, 102

High-level implementation plan, 188

High-level portfolio analysis

conducting, 78

process, 61, 66–71

High-performance selection criteria, 95

High-risk account relationships, 32

High-tech suppliers

relationship, 85

strategic account management development, 86

High-value account relationships, 74

Hildebrandt, Jan, 127, 128

Holland Hitch

competitors, share, 150

data, usage, 161

example, 144–146

software, usage, 151

Honeywell

Automation and Control Solutions, 7

Business Resources, creation, 25–26

framework/processes, introduction/integration/adoption, 24

pro-forma global P&L, 27

Strategic Business Unit, 26

Technology Alignment, creation, 25

Honeywell Industrial Automation and Control Solutions (IACS), 23–28, 43, 62, 111

alignment, 42

commitment, 25

cross-functional support group, creation, 25

global revenue, 24

growth, 43

success, 39

Honeywell Strategic Corporate Accounts Program, 28

formation, 24

support, 26

total value/ROI, measurement/reporting, 24

HP (Hewlett Packard), salesforces (conversion), 98

H. R. Chally, 87

high-performing SAMs, correlation, 92–93

practitioner panel, 93

strategic account managers competency model, 87–93

Human-resource infrastructure, creation, 84

Human resources, 153

support, 95

creation. See Strategic account management

issues, 83, 86




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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