The Seven Keys to Managing Strategic Accounts

by Sallie Sherman, Joseph Sperry, Samuel Reese

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 500companies, 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

Genres: Business, Reference

256 pages, Hardcover

First published January 5, 2003

Reviews

[Kris · Rating 4 out of 5]

Helpful strategies to creating a national or key account program. Beneficial short case studies of problem identification, resolution and implementing a program. I've always known the number of accounts is not the factor to successful client management, it's generally the services provided and how much time will be spent with the account. Another key the book brings forth is how many relationships internal and external need to be developed and maintained for each account. This is useful and practical information when determining the number of accounts a manager will handle well.