RSS
FIND A RESOURCE
I am looking for:
In a multi-divisional environment, how do you preserve appropriate margins on high-growth products while combining them with mature-market products?
Author: Bernard Quancard, president and chief executive officer, Strategic Account Management Association
Velocity Magazine | May 15, 2011
When a large and/or strategic customer wants to be approached as one company, it should have the opportunity to be treated that way. However, ensure that you select only the large/strategic customers and leave the small/non-strategic customers out of this approach.
Please Leave a Comment
Featured Resource
Strategic Account Manager Competency Assessment
SAMA’s new Competency Assessment Tool helps Strategic Account Managers understand and measure the necessary skills to work strategically with their most complex customers. By evaluating performance against a defined set of best practices, this tool helps SAMs and their manager/s build a personal development roadmap to achieve their desired results.
Featured Event
June 18-21, 2012 | SAMA University Northeast
Intensive, full-day courses with established SAM experts will expand your knowledge and capabilities to a new level of understanding. Come for one to four days of concentrated knowledge building and leave with a deeper understanding and an expanded toolbox of skills.
