In This Issue

Cover Story
Preparing for the Emotional Consequences of Customer Survey Feedback

Action Items
Time Wasters and Bottlenecks

At A Glance

Experts On Call
Hiring Successful SAMs

Knowledge Bytes

Reality Check
How Supply Managers See Business
and
Purchasing Survey Shows e-Sourcing Adoption Stalls

In This Issue

Cover Story
Achieving Your Revenue Goals Through Demand Creation: What to Do When You Are Missing Your Target

Action Items
Superior Intelligence Leads to Superior Results: Competitive Intelligence

At A Glance

Experts On Call
A New, Improved Model of Leadership

Knowledge Bytes

Movers and Shakers
Greg Thomas
Strategic Account Manager,
Global Oil & Gas Market,
Air Liquide America L.P.

Reality Check
2002 Strategic Account Management Compensation Practices

The Buzz
Getting to the Heart of SAM

In This Issue

Cover Story
How to Leverage Presentations in Managing and Growing Customer Relationships

Action Items

At A Glance

Experts On Call
A New, Improved Model of Leadership

Knowledge Bytes

Movers and Shakers
Eric Lookenott
Global Account Manager,
InFocus Corporation

Reality Check

The Buzz
An Introduction to Working Within a Matrix Organization