The Seven Keys to Managing Strategic Accounts

Author: Sallie Sherman, Joseph Sperry, Samuel Reese
List Price: $27.95
Our Price: Click to see the latest and low price
ISBN: 0071417524
Publisher: McGraw-Hill Trade (11 April, 2003)
Sales Rank: 18,424
Average Customer Rating: 5 out of 5

Customer Reviews

Rating: 5 out of 5
Make sure you have a program that really worksż
In today's marketplace key account (relationship) management is imperative. With the ever changing/increasing demands placed on these accounts it is even more important to develop a focus and a strategic game plan behind them. This book is a must read and a must have on your bookshelf. It's laid out in a friendly manner (the seven keys) and is easy to read. Whether you currently have a strategic account management program in place, are looking at implementing a new program, or are looking how to fine-tune an existing one -- the 7 Keys to Managing Strategic Accounts will help you in the process. Make sure you have a program that really works!

Rating: 5 out of 5
Great Real-World Advice
As an MBA candidate who spends far too much time reading textbooks, I found Seven Keys a welcome change in my business reading. It's readable, well-organized, full of real-world examples, and it lets me quickly know how I can ready an organization for effective strategic account management. These authors clearly have busy people in mind. I read the chapters that were of particular interest and then I read the remainder. Time well-spent.

Jay Readey

MBA Candidate, Yale University School of Management

Rating: 5 out of 5
Common-Sense Guidance Just in Time!
We just launched what we thought was a
strategic account program for our largest
customers last year, but I just learned
from this book that it's actually a key
account program in disguise.

Now we can use the authors' common-sense
guidance to focus on the customers who
truly have strategic potential, align our
entire company behind the initiative instead
of just the sales force, and set up an
account manager development program that
really works. Great job!

David S. Feldmann

Product Manager, Legal & Business Products
The Bureau of National Affairs, Inc.

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