The seven keys to managing strategic accounts - Sallie Sherman

This title provides market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers. The "Seven Keys to Managing Strategic Accounts" provides decision makers with a proactive program for profitably managing their largest, most critical customers - their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500 companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters. Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides: a world-class competency model for strategic account managers; techniques for developing a program to manage and grow "co-destiny" relationships; and, examples and cases from Honeywell, 3M, and other leading corporations.