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Chapter 1: Introduction: What is Strategic Account Management?
Figure 1-1: Key Account Selling Programs and Strategic Account Management Programs—A Comparison
Chapter 3: Key 2: Create Firm Alignment and Commitment to Meet Strategic Accounts' Needs and Expectations
Figure 3-1: Three Elements of Organizational Alignment
Figure 3-2: Benefits of Alignment
Figure 3-3: How Account Aligned Is Your Firm?
Figure 3-4: Strategy Questions
Figure 3-5: Knauf Quality Quest
Chapter 4: Key 3: Start with the Right Number of the Right Strategic Accounts
Figure 4-1: The Buy-Sell Hierarchy
Figure 4-2: Account Portfolio Analysis
Figure 4-3: Customer Value Clarifications
Figure 4-4: Representative Strategic Account Selection Criteria
Chapter 5: Key 4: Create Human Resources Support for Strategic Account Managers
Figure 5-1: The H. R. Chally Strategic Account Manager Competency Model
Figure 5-2: Chally on Time and Effort
Figure 5-3: Chally on Proactive Assistance
Figure 5-4: Chally on Developing Technical Competencies
Figure 5-5: Chally on Training Others
Figure 5-6: Things to Consider
Figure 5-7
Figure 5-8: Factors Impacting Strategic Account Assignment
Chapter 6: Key 5: Create Firmwide Relationships at Multiple Levels of Relationships Between the Firm and its Most Critical Accounts
Figure 6-1: Buying Influence Group (BIG) Map
Figure 6-2: Relationship Map Checklist
Figure 6-3: Strategic Account Loss Cycle
Chapter 7: Key 6: Regularly Quantify and Communicate the Value Received From and Delivered to Strategic Accounts
Figure 7-1: Lifetime Customer Exercise
Figure 7-2: Margin Adjustment Factors
Chapter 8: Key 7: Use Technology Judiciously
Figure 8-1: Seven Steps to Successful Systems Implementation
Chapter 9: Conclusion: From Analysis to Action: Moving the Game Forward
Figure 9-1: Benefits of Strategic Account Management
Figure 9-2: Planning and Implementing a Strategic Account Management Program (SAMP)
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Table of content
The Seven Keys to Managing Strategic Accounts
ISBN: 0071417524
EAN: 2147483647
Year: 2003
Pages: 112
Authors:
Sallie Sherman
,
Joseph Sperry
,
Samuel Reese
BUY ON AMAZON
Building Web Applications with UML (2nd Edition)
Web Applications
Scripting
Use Cases
Analysis Model Structure
HTML to UML
A Practitioners Guide to Software Test Design
Case Studies
Scripted Testing
Section IV - Supporting Technologies
Section V - Some Final Thoughts
Appendix A Brown & Donaldson Case Study
Cisco IOS in a Nutshell (In a Nutshell (OReilly))
Basic Router Configuration
Interface show Commands
Static Routes
Network Address Translation (NAT)
Router Security
The Lean Six Sigma Pocket Toolbook. A Quick Reference Guide to Nearly 100 Tools for Improving Process Quality, Speed, and Complexity
Value Stream Mapping and Process Flow Tools
Data Collection
Descriptive Statistics and Data Displays
Identifying and Verifying Causes
Reducing Lead Time and Non-Value-Add Cost
Cultural Imperative: Global Trends in the 21st Century
Culture and Climate
Cultural Spectacles
Cognitive Processes
Empires Past, Present, and Future
Appendix C National Traits
The Oracle Hackers Handbook: Hacking and Defending Oracle
Attacking the Authentication Process
Triggers
Defeating Virtual Private Databases
Attacking Oracle PL/SQL Web Applications
Running Operating System Commands
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