RSS
FIND A RESOURCE
I am looking for:
Strategic Pricing: the Strategic Account Manager's Role in Driving Profitable Growth
Author: Susan Heinlein, Korn Consulting Group, Inc.; Marian Powell, Korn Consulting Group, Inc.
Presentation Handout | April 25, 2010
Profitability comes from the value extracted from your products and services through pricing. Unfortunately, sales professionals often have no key role in the pricing process. This session will help executives understand the power of including sales professionals in the pricing process. You will learn: * How to deploy strategic account managers to maximize profitability * How to evaluate your SAM program's current profit-driving capability and identify key areas for improvement * The SAM's role in driving higher profitability * How to integrate the pricing process into strategic account management * How to avoid "We don't have good data" as an excuse to delay/avoid pricing rigor
Available to SAMA members only
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.
