The Seven Keys to Managing Strategic Accounts | 
 enlarge | Authors: Sallie Sherman, Joseph Sperry, Samuel Reese
Publisher: McGraw-Hill
Category: Book
List Price: $27.95
Buy New: $15.44
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Rating:  6 reviews
Sales Rank: 196762
Media: Hardcover
Edition: 1
Pages: 256
Number Of Items: 1
Shipping Weight (lbs): 1.1
Dimensions (in): 9.1 x 6.1 x 0.9
ISBN: 0071417524
Dewey Decimal Number: 658.1511
UPC: 639785382744
EAN: 9780071417525
ASIN: 0071417524
Publication Date: April 11, 2003
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Product Description
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. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters. 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, 3M,and other leading corporations
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| Customer Reviews: Read 1 more reviews...
Great for Account Managment August 25, 2008
Morehead Associates
1 out of 1 found this review helpful
One of the best books for account managment. Really helped us in developing our model.
The Bible for Account Management May 31, 2006
Lisa Burnell (Northbrook, IL United States)
1 out of 1 found this review helpful
Over the last three years, we have been using "The Seven Keys..." as the bible to follow in our implementation process. Every person involved is required to read the book. It has become our organization's often-quoted bible for account management. A must read!
 The Guide for Strategic Account Mangement January 18, 2005
R. Knight (New Zealand)
6 out of 7 found this review helpful
This is a very educational book that every company should read and buy into before attempting a SAM program. I enjoyed the real world exmaples even though they did sometimes leave me feeling a bit 'sold to'(and I usually like that!)
But the reason I've only given this book 4 stars is that it's written very much for the analytical reader, an MBA who absorbes information would love this book. But I am not one of those and would like to have seen a higher emotional content and some more human aspects.
This however should not stop you from buying this book. In fact if you are considering a Strategic Account Management program you MUST read this now.
Make sure you have a program that really worksy September 15, 2003
7 out of 8 found this review helpful
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!
Great Real-World Advice June 12, 2003
Jay Readey (Chicagoland USA)
10 out of 12 found this review helpful
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
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