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I am looking for:
Velocity Issue 2, 2011 (cover: Mastering the how--executing on SAM and achieving superior business results)
Author:
Velocity Magazine | May 15, 2011
In this issue:
- Editor's Corner
- Quick Takes
- Data Watch
- In a multi-divisional environment, how do you preserve appropriate margins on high-growth products while combining them with mature-market products?
- The strategic imperative: what strategic account management programs can teach us
- A framework for developing global account management strategies
- Event Calendar
- The keys to effective strategic account planning: Key 1--Define ""What is a strategic account?"" and assess the ongoing fit
- The keys to effective strategic account planning: Key 2--Discover what the customer values most and validate it
- Two negotiating elements: avoiding old China's risks and seizing new China's opportunities
- Do you have the right people handling your key accounts?
- Pricing approaches at industrial companies: cost- versus value-based pricing
- CoDestiny: Overcome Your Growth Challenges by Helping Your Customers Overcome Theirs, by Atlee Valentine Pope and George F. Brown Jr. (Book Review by John F. Gardner)
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