The Seven Keys To Managing Strategic Accounts

DOWNLOAD

Download The Seven Keys To Managing Strategic Accounts PDF/ePub or read online books in Mobi eBooks. Click Download or Read Online button to get The Seven Keys To Managing Strategic Accounts book now. This website allows unlimited access to, at the time of writing, more than 1.5 million titles, including hundreds of thousands of titles in various foreign languages. If the content not found or just blank you must refresh this page

The Seven Keys To Managing Strategic Accounts

DOWNLOAD
Author : Sallie Sherman
language : en
Publisher: McGraw Hill Professional
Release Date : 2003-04-29

The Seven Keys To Managing Strategic Accounts written by Sallie Sherman and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-04-29 with Business & Economics categories.

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 provides: A world-class competency model for strategic account managers Techniques for developing a program to manage and grow "co-destiny" relationships Examples and cases from Honeywell, 3M,and other leading corporations

The New Successful Large Account Management

DOWNLOAD
Author : Robert B. Miller
language : en
Publisher: Kogan Page Publishers
Release Date : 2006

The New Successful Large Account Management written by Robert B. Miller and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006 with Business & Economics categories.

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships."- Damon Jones, COO, Miller Heiman, Inc."The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company."- Joseph L Cash, senior vice president of sales, Equifax Corporation"Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results."- Paul Wichman, vice president and senior division sales manager, Schwab Institution'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

Handbook Of Strategic Account Management

DOWNLOAD
Author : Diana Woodburn
language : en
Publisher: John Wiley & Sons
Release Date : 2014-03-17

Handbook Of Strategic Account Management written by Diana Woodburn and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-17 with Business & Economics categories.

A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers. Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative. "Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships." Bernard Quancard,President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide) Yana Atanasova Bjorn Ivens Toni Mikkola Ivan Snehota Audrey Bink Ove Jensen Stefanos Mouzas Kaj Storbacka Per-Olof Brehmer Robert Krapfel Peter Naud頠 Olavi Uusitalo Noel Capon Antonella La Rocca Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Catherine Pardo Stefan Wengler Osman Gök Nikala Lane Nigel Piercy Kevin Wilson Paolo Guenzi Régis Lemmens Michael Pusateri Diana Woodburn Stephan Henneburg Tommi Mahlamäki Jakob Rehme John Workman Sue Holt Malcolm McDonald Sanjiy Sengupta George Yip Christian Homburg Florin Mihoc Christoph Senn Judy Zolkiewski

Global Business Concepts Methodologies Tools And Applications

DOWNLOAD
Author : Management Association, Information Resources
language : en
Publisher: IGI Global
Release Date : 2011-05-31

Global Business Concepts Methodologies Tools And Applications written by Management Association, Information Resources and has been published by IGI Global this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-05-31 with Business & Economics categories.

"This multi-volume reference examines critical issues and emerging trends in global business, with topics ranging from managing new information technology in global business operations to ethics and communication strategies"--Provided by publisher.

Qfinance The Ultimate Resource 4th Edition

DOWNLOAD
Author : Bloomsbury Publishing
language : en
Publisher: A&C Black
Release Date : 2013-09-26

Qfinance The Ultimate Resource 4th Edition written by Bloomsbury Publishing and has been published by A&C Black this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-09-26 with Business & Economics categories.

QFINANCE: The Ultimate Resource (4th edition) offers both practical and thought-provoking articles for the finance practitioner, written by leading experts from the markets and academia. The coverage is expansive and in-depth, with key themes which include balance sheets and cash flow, regulation, investment, governance, reputation management, and Islamic finance encompassed in over 250 best practice and thought leadership articles. This edition will also comprise key perspectives on environmental, social, and governance (ESG) factors -- essential for understanding the long-term sustainability of a company, whether you are an investor or a corporate strategist. Also included: Checklists: more than 250 practical guides and solutions to daily financial challenges; Finance Information Sources: 200+ pages spanning 65 finance areas; International Financial Information: up-to-date country and industry data; Management Library: over 130 summaries of the most popular finance titles; Finance Thinkers: 50 biographies covering their work and life; Quotations and Dictionary.

Marketing Management

DOWNLOAD
Author : Philip Kotler
language : en
Publisher: Pearson UK
Release Date : 2019-07-12

Marketing Management written by Philip Kotler and has been published by Pearson UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-07-12 with Business & Economics categories.

The classic Marketing Management is an undisputed global best-seller – an encyclopedia of marketing considered by many as the authoritative book on the subject.

Good Small Business Guide 2010

DOWNLOAD
Author : Bloomsbury Publishing
language : en
Publisher: A&C Black
Release Date : 2010-01-11

Good Small Business Guide 2010 written by Bloomsbury Publishing and has been published by A&C Black this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-01-11 with Business & Economics categories.

Packed with essential advice - and completely updated for this fourth edition - the Good Small Business Guide features over 140 easy-to-read articles, even more Viewpoints from people who've been there and done it, an extensive information directory, and a quiz for all budding entrepreneurs. The Good Small Business Guide offers help on all aspects of starting, running and growing a small business, including: planning, setting up or acquiring a business, getting to grips with figures, marketing, selling online, and managing yourself and others. The Good Small Business Guide 2010 is now endorsed by the Federation of Small Businesses (FSB), which, with over a quarter of a million members, is the UK's largest organisation for small businesses.

Successful Customer Relationship Management Programs And Technologies Issues And Trends

DOWNLOAD
Author : Eid, Riyad
language : en
Publisher: IGI Global
Release Date : 2012-03-31

Successful Customer Relationship Management Programs And Technologies Issues And Trends written by Eid, Riyad and has been published by IGI Global this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-03-31 with Business & Economics categories.

"This book offers case studies, methodologies, frameworks and architectures, and generally the cutting edge in research within the field of customer relationship management"--Provided by publisher.

Good Small Business Guide 2010

DOWNLOAD
Author : A & C BLACK
language : en
Publisher: A&C Black
Release Date : 2010-01-11

Good Small Business Guide 2010 written by A & C BLACK and has been published by A&C Black this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-01-11 with Business & Economics categories.

Everything the entrepreneur needs to know - whether just starting out or growing an established business.

Transformational Sales

DOWNLOAD
Author : Philip Kotler
language : en
Publisher: Springer
Release Date : 2015-09-11

Transformational Sales written by Philip Kotler and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-11 with Business & Economics categories.

​Inspired by a new, transformative era in human and business relations, this book provides a unique perspective on the business transformation that results from the collaboration between suppliers and their strategic customers. It is all about guiding organizational change and business transformation, starting with sales itself. Companies choosing this approach can make a significant and meaningful difference with strategic customers, moving beyond the competition. By challenging existing business assumptions and creating new perspectives on the marketplace, organizations can increase value across traditional company borders, making the (business) world a better place in the process. Both thought-provoking and practical, this management book integrates academic insights, real life examples and best practices of business transformation. It is a must-read for business leaders aiming to make a difference. "Integrating with your strategic customers beyond a transactional sales relationship is key for shaping new markets, developing your brand, and leveraging your strategic relationships. If sales and profitability with strategic accounts are to grow beyond the average, a change in mindset from seeing sales as an “outside” to an “inside” job is required to truly create a win-win relationship. Kotler/Dingena/Pfoertsch’s “Transformational Sales” provides hands-on insights and tools needed for companies who truly want to achieve this transformation." Marc Hantscher, CEO and President Asia-Pacific, BSH Home Appliances Pte. Ltd. Singapore "The more profoundly and systematically B2B companies familiarize themselves with and accommodate their customers’ functional, emotional and strategic needs, the more powerful they are on the market. Top brands are professionally and passionately tuned in to their customers. Sales, Project Management, Marketing, R&D, Production and Purchasing work in concert to drive customer success, always with an eye to the future. This book presents illustrative cases, highlighting how champions have scaled up their business." Achim Kuehn, CMO Herrenknecht AG, Schwanau, Germany