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- catalog alternative "7 keys to managing strategic accounts".
- catalog contributor b12963669.
- catalog contributor b12963670.
- catalog contributor b12963671.
- catalog created "c2003.".
- catalog date "2003".
- catalog date "c2003.".
- catalog dateCopyrighted "c2003.".
- catalog description "How Does Strategic Account Management Differ From Key Account Selling? -- Key Account Selling Programs and Strategic Account Management Programs: A Comparison -- Reynolds & Reynolds--Southeast Toyota: An Example of Alignment -- The Benefits to Southeast Toyota -- The Benefits to Reynolds & Reynolds -- The Future of the Reynolds & Reynolds SET Relationship -- Getting Everyone Headed in Roughly the Same Direction: What Didn't Work -- Key 1: Define Strategic Account Management as a Business Rather Than a Sales Initiative -- Create Cross-Functional Executive Leadership -- Understand and Align Around Accounts' Business Challenges -- Start Strategic Account Management Programs as Business Initiatives: Honeywell Industrial Automation and Control Solutions -- The Minnesota Power Story -- Drivers for Minnesota Power's Strategic Account Realignment -- What Key Players Did to Strategically Realign Minnesota Power -- Initial Successes in Minnesota Power's Strategic Realignment -- Minnesota Power Realigns Around Critical Customers -- Why Minnesota Power Succeeded at Strategic Realignment -- Define Strategic Account Management as a Business Rather Than a Sales Initiative -- Key 2: Create Firm Alignment and Commitment to Meet Strategic Accounts' Needs and Expectations -- What Is Organizational Alignment?--Three Critical Elements -- What Are the Benefits of Alignment? -- What Makes Alignment So Difficult? -- How Can a Firm Create Organizational Alignment? -- How Account Aligned Is Your Firm?".
- catalog description "Includes bibliographical references (p. 189) and index.".
- catalog extent "xx, 204 p. :".
- catalog identifier "0071417524 (hardcover : alk. paper)".
- catalog issued "2003".
- catalog issued "c2003.".
- catalog language "eng".
- catalog publisher "New York : McGraw-Hill,".
- catalog subject "658.15/11 21".
- catalog subject "HF5438.8.K48 S54 2003".
- catalog subject "Marketing Key accounts.".
- catalog subject "Selling Key accounts.".
- catalog subject "Strategic planning.".
- catalog tableOfContents "How Does Strategic Account Management Differ From Key Account Selling? -- Key Account Selling Programs and Strategic Account Management Programs: A Comparison -- Reynolds & Reynolds--Southeast Toyota: An Example of Alignment -- The Benefits to Southeast Toyota -- The Benefits to Reynolds & Reynolds -- The Future of the Reynolds & Reynolds SET Relationship -- Getting Everyone Headed in Roughly the Same Direction: What Didn't Work -- Key 1: Define Strategic Account Management as a Business Rather Than a Sales Initiative -- Create Cross-Functional Executive Leadership -- Understand and Align Around Accounts' Business Challenges -- Start Strategic Account Management Programs as Business Initiatives: Honeywell Industrial Automation and Control Solutions -- The Minnesota Power Story -- Drivers for Minnesota Power's Strategic Account Realignment -- What Key Players Did to Strategically Realign Minnesota Power -- Initial Successes in Minnesota Power's Strategic Realignment -- Minnesota Power Realigns Around Critical Customers -- Why Minnesota Power Succeeded at Strategic Realignment -- Define Strategic Account Management as a Business Rather Than a Sales Initiative -- Key 2: Create Firm Alignment and Commitment to Meet Strategic Accounts' Needs and Expectations -- What Is Organizational Alignment?--Three Critical Elements -- What Are the Benefits of Alignment? -- What Makes Alignment So Difficult? -- How Can a Firm Create Organizational Alignment? -- How Account Aligned Is Your Firm?".
- catalog title "7 keys to managing strategic accounts".
- catalog title "The seven keys to managing strategic accounts / Sallie Sherman, Joseph Sperry, Sam Reese.".
- catalog type "text".