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Executing Customer Strategy: Let the Games Begin!
Author: Edmund Bradford, Malcolm McDonald Marketing Ltd.; Steven Erickson, Parker Hannifin Corporation
Presentation Handout | May 15, 2011
Develop your account strategy knowledge and skills by seeing the "SAM2win Game" in action. In this innovative session you will gain an insight into the game and how it is used to improve both strategy development and execution. You will be introduced to some key strategic tools and sample what it is like to be a player in the game. Based on the "Market2win Game" used in leading business schools, you will learn how to apply strategic marketing concepts to SAM. Learn how to: * Segment an account into its appropriate opportunity areas * Target the best opportunities for the future * Position your company for success with superior value propositions * Diagnose and deal with different procurement situations
Available to SAMA members only
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