Seven Keys to Managing Strategic Accounts by Samuel Reese
Look inside with Google Book Preview
Seven Keys to Managing Strategic Accounts
By Samuel Reese

The Seven Keys to Managing Strategic Accounts

By (author) See other recent books by Samuel Reese See other recent books by Sallie Sherman See other recent books by Joseph Sperry
Format: Hardback

Normal Price: $67.82
Your Price: $61.04 AUD, inc. GST
Shipping: $7.95 per order
You Save: $6.78! (10% off normal price)
Plus...earn $3.05 in Boomerang Bucks
Availability: Available Available, ships in 8-11 days



Seven Keys to Managing Strategic Accounts by Samuel Reese

Book Description

This book contains top-to-bottom techniques for keeping your best customers in-house and happy - and away from your competition. Strategic accounts are your firm's lifeblood; they play a critical role in its success or failure. "The Seven Keys to Managing Strategic Accounts" is filled with best practices and examples of how to intelligently manage key interactions and relationships with these vital accounts - for greater loyalty, higher profitability, and consistent competitive advantage. Let this hands-on guidebook's compelling case studies and examples help you to: create firm-wide alignment and commitment to meeting the needs and expectations of strategic accounts; develop multi-level relationships within these accounts, from line managers to upper executives; continually quantify and communicate the value delivered to - and received from - strategic accounts.Your firm's strategic accounts are its most valuable customers. Discover how today's marketing leaders are designing and implementing cost-effective, results-oriented strategic account programs, and how you can follow their lead, in "The Seven Keys to Managing Strategic Accounts".'This book tells it right...there is no magic pill for handling strategic accounts. The author's seven keys, however, are spot on for ensuring strategic account management success' - Tom VanHootegem, Director, National Account Program, Boise Office Solutions. 'Although all customers are important, there are certain customers you cannot afford to ignore or live without...' - From the Preface. Strategic accounts are your firm's most significant accounts. Chances are they are also your most imperiled. Why? Because as your customer service employees work overtime tending to your most demanding accounts, and as your sales force works overtime searching for new business, your strategic accounts may begin to feel overlooked. Instead of investing your firm's assets to ensure that strategic accounts receive impeccable service, you under-invest - leaving the door wide open to your competitors."The Seven Keys to Managing Strategic Accounts" provides you with a step-by-step approach for providing your best accounts with performance that will make and keep them satisfied, even delighted. A synergistic collaboration between S4 Consulting and Miller Heiman, two of today's leading providers of strategic account management and sales development solutions, this hands-on book provides you with front-line benefits including: a market-proven model for developing, managing, and measuring a world-class strategic account program; methodologies for getting everyone in your organization to understand - and buy into - strategic account management; and, human resources solutions for finding, attracting, and compensating your industry's top account managers.'We have listed in this book the challenges we have seen most often in helping clients with strategic account management - as well as keys to overcoming them' - From the Preface. The day-to-day difficulties and distractions of servicing second-tier accounts can divert your attention from the unspoken, but imperative, needs of your top accounts. "The Seven Keys to Managing Strategic Accounts" details how today's market leaders are successfully reorienting themselves to focus on their most valuable, cash-cow customers. Now let it show you how to avoid or overcome easy-to-miss errors and oversights before they become disasters that deliver your best customers into the arms of your competitors - who will be only too happy to learn from your mistakes and turn your formerly "safe" customers into their newest strategic accounts.

Buy Seven Keys to Managing Strategic Accounts book by Samuel Reese from Australia's Online Bookstore, Boomerang Books.


Book Details

ISBN: 9780071417525
ISBN-10: 0071417524
Format: Hardback
(235mm x 162mm x 21mm)
Pages: 256
Imprint: McGraw-Hill Professional
Publisher: McGraw-Hill Education - Europe
Publish Date: 1-May-2003
Country of Publication: United States

Reviews

» Have you read this book? We'd like to know what you think about it - write a review about Seven Keys to Managing Strategic Accounts book by Samuel Reese and you'll earn 50c in Boomerang Bucks loyalty dollars (you must be a member - it's free to sign up!)

Write a book review


Author Biography - Samuel Reese

Sallie Sherman, Ph.D. is the president of S4 Consulting. Joseph Sperry, Ph.D. is a partner with S4 Consulting. Samuel Reese is president and CEO of Miller Heiman.

Boomerang Bucks close

For every $20 you spend on books, you will receive $1 in Boomerang Bucks loyalty dollars. You can use your Boomerang Bucks as a credit towards a future purchase from Boomerang Books. Note that you must be a Member (free to sign up) and that conditions do apply.

Recent books by Samuel Reese close
»
Recent books by Sallie Sherman close
Five Keys to Powerful Business Relationships: How to Become More Productive, Effective and Influential by Sallie Sherman
Seven Keys to Managing Strategic Accounts by Sallie Sherman
»
Recent books by Joseph Sperry close
Five Keys to Powerful Business Relationships: How to Become More Productive, Effective and Influential by Joseph Sperry
Seven Keys to Managing Strategic Accounts by Joseph Sperry
»
BoomerangBooks.com.au close