Article by Velocity Reprint - Strategic Account Management Association (SAMA).  Siemens - account management at an integrated technology company

Article by Velocity Reprint (Strategic Account Management Association - SAMA) on re-engineering strategic account planning at Hewlett Packard: Five lessons from the front line

Focus:  Account Manager - a supplement to Velocity - the magazine of the Strategic Account Management Association (SAMA)

This article details the 10 step approach to Key Account Management at Philips.

“Absolutely no problem Mr Customer, I’ll have that quote on your desk tomorrow at 8.30am” Is this the way to build successful relationships or are we just making a rod for our own collective backs?

Pricing has moved up the buyer’s business agenda. Handling price challenges - the third in our cut out and keep series of quick reference tips for tricky sales situations – will help you do business without “paying the price".

Click here to view the Mercuri white paper/ article on Handling Price Challenges [15]

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Read more [17]