Strategic Accounts and Key Account management.

Unlocking Profits: The Strategic Advantage of Key Account Management

Napolitano, Lisa

Pusateri, Mike

Business & Money

Strategic Account Management Assn

Book by Dow, Roger, Napolitano, Lisa, Pusateri, Mike

The Trust Imperative: The Competitive Advantage of Trust-Based Business Relationships

Roger Dow

Lisa Napolitano

Mike Pusateri

Economics

Guide Book for Major Account Management Practices

Strategic Account Management Association

Accounting

Dow, Roger

The Trust Imperative: The Competitive Advantage of Trust - Based Business Relationships

Business Culture

Book by Wilson, Kevin, Millman, Tony, Weilbaker, Dan, Croom, Simon

Hamessing Global Potential: Insights into Managing Customers Worldwide

Wilson, Kevin

Millman, Tony

Weilbaker, Dan

Croom, Simon

The Best Of Velocity Cover & Feature Stories provides a provocative compilation of ideas, strategies, executions and first-person narratives to advance your understanding of a strategic supplier-customer relationship. Since January 1999 when SAMA's quarterly magazine debuted, Velocity has remained true to its name by keeping an unrelenting focus on the critical and emerging issues within the strategic account management profession. Here in a reader-friendly format find the best thinking of leading authorities on SAM issues as well as the most successful practices of individuals and companies developing SAM programs.

Best of Velocity: Cover and Feature Stories (Best of Velocity(Tm),1,)

Stragegic Account

Management & Leadership

The Best Of Velocity Global and Focus: Europe Cover Stories is a compilation of articles published in 1999 through 2002 that address strategic account management on an international and global scale. This collection includes the diverse perspectives of practicing global account senior executives, account managers, consultants, academics and researchers who present their experiences, insights and analyses of global key customer relationships. Specific areas of focus include: GAM readiness, selecting GAM accounts, account profitability, executive sponsorship, global pricing, global account manager citizenship, evaluating a GAM program, and more. These articles all help to define the major issues and critical factors that impact the growth of GAM organizations as well as to document successful execution of GAM strategies.

Best of Velocity: Global and Focus: Europe Cover Stories (Best of Velocity(Tm),2,)

Stragegic Account Management Association

The Best Of Velocity and Focus: Europe Case Studies & Best Practices brings together some of the best examples of corporate initiatives to redefine their organizations' relationships with key accounts, in order to meet higher customer expectations for greater total value, more strategic relationships and their own needs for future growth. As these articles document, some of their most significant challenges involve internal change of corporate culture, organizational structure, roles, process and knowledge management systems. Their journeys can guide you in your quest to develop a strategy and implementation plan for customer management that makes sense for your company.

Best of: Velocity and Focus: Europe Case Studies & Best Practices (Best Of: Velocity, 3)

Unknown, Author

The Best Of Velocity and Focus: Europe SAM Toolbox comprises articles contributed by both practitioners and thought leaders that address the unique challenges of a strategic account manager as well as the competencies and attributes that distinguish a SAM from a traditional salesperson. Topics covered in these contents include: communication skills, team leadership skills, business and financial acumen, relationship management skills, strategic vision and planning skills, problem-solving skills, cultural understanding (global account manager), internal selling skills and industry knowledge about both the company and the key customer.

Best of: Velocity and Focus: Europe Sam Toolbox (Best Of: Velocity, 4)

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Books by Strategic Account Management Assn