7 Key Aspects of Strategic Key Account Management

Author: Sally Sherman
Publisher:
Publish Date: 2004-01-01
Features:
People skilled in managing strategic key account relationships can also benefit from this book. Strategic key account relationships are complex, challenging, but usually offer higher returns. Those skilled in managing strategic key account relationships are relationship assets in their respective fields. We found that they are committed to self-improvement, always seeking ways to enhance their skills and improve relationships to better service and refine customer relationships. Key accounts are the lifeline of a company, playing a crucial role in its success or failure. Through the collaboration of S4 Consulting and MillerHeiman—today's two leading companies in managing key accounts and providing sales development solutions—this book demonstrates through best practices and numerous case studies how to form effective company alliances and commit to meeting the needs and expectations of key accounts, how to build multi-level relationships within the client company from frontline managers to senior executives, how to continuously quantify and deliver the value sent to key accounts and received from them, and how to wisely manage important customers and their relationships to make them more loyal, contribute more profits, and maintain a competitive edge. Target Audience: Corporate sales personnel, decision-makers, marketing professionals and students.