Автор:Sallie Sherman, Joseph Sperry, Samuel Reese Год: 2003 Издание:McGraw-Hill Страниц: 256 ISBN: 0071417524 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...
