Read e-book The Seven Keys to Managing Strategic Accounts

Free download. Book file PDF easily for everyone and every device. You can download and read online The Seven Keys to Managing Strategic Accounts file PDF Book only if you are registered here. And also you can download or read online all Book PDF file that related with The Seven Keys to Managing Strategic Accounts book. Happy reading The Seven Keys to Managing Strategic Accounts Bookeveryone. Download file Free Book PDF The Seven Keys to Managing Strategic Accounts at Complete PDF Library. This Book have some digital formats such us :paperbook, ebook, kindle, epub, fb2 and another formats. Here is The CompletePDF Book Library. It's free to register here to get Book file PDF The Seven Keys to Managing Strategic Accounts Pocket Guide.

Best For. Web, Tablet, Phone, eReader. Content Protection. Flag as inappropriate.

The Seven Keys To Managing Strategic Accounts (Hardcover, New)

It syncs automatically with your account and allows you to read online or offline wherever you are. Please follow the detailed Help center instructions to transfer the files to supported eReaders. Similar ebooks. See more. Sallie Sherman. What's your most valuable corporate asset? Noel Capon.

  1. Navaho Nights SECOND EDITION ~ Adventure, Romance & Mystery in the Southwest (Paranormal Romance)?
  2. The Seven Keys to Managing Strategic Accounts by Sallie Sherman.
  3. Accounting The Seven Keys to Managing Strategic Accounts;
  4. Golden Boy!
  5. Get this edition?
  6. The Seven Keys to Managing Strategic Accounts (Electronic book text)?

The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published.

Table of Contents | The Seven Keys to Managing Strategic Accounts

For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control.

This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition.

Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need. Malcolm McDonald. Malcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed.

SPIN Selling. Neil Rackham.

  • Also by Sallie Sherman.
  • Manual The Seven Keys to Managing Strategic Accounts.
  • Expanding Horizons in Bioethics?
  • Leigh, Drama Queen in Training - The Trouble With Co-Workers;
  • Kirila Contractors, Inc; 95-1393 08/16/96?
  • The Seven Keys to Managing Strategic Accounts [Hardcover]!
  • The international bestseller that revolutionized high-end selling! Jordan Belfort.

    Blog & Events

    Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Published on Jun 8, 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.

    Bulk discount rates

    Drawing on the expertise of S4 Consulting, Inc. 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.

    SlideShare Explore Search You. Submit Search. Successfully reported this slideshow. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads.

    You can change your ad preferences anytime. Upcoming SlideShare. Like this presentation? Why not share! Popular book Tax Research 4th Edit Embed Size px. Start on.

    Show related SlideShares at end. WordPress Shortcode. Haleigh Spring Follow.