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Velocity® Issue 1, 2012 (cover: Rewriting the rules? SAM and procurement)
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Velocity Magazine | January 2, 2012
In this issue: Editor's Corner; Quick Takes; Data Watch; Managing your top customers for retention, growth and profitability (Strategic Reflections); Event Calendar; The purchasing manager is not your enemy; My customer's competitor is my ? ; Launching an executive sponsor program: three critical success factors; The keys to effective strategic account planning: Key 3--assess and strengthen the account's most strategic relationships; The keys to effective strategic account planning: Key 4--position and differentiate the supplier's unique value with the customer; Channeling strategic account management; Nalco: return on investment in negotiation
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