Selling to senior executives: Part 2

Gaining initial access and getting in the door is only the first step toward building quality, long-term business relationships with senior executives. There is no doubt that they key competitive differentiator is - and will continue to be - the quality of an organization's long-term customer r...

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Bibliographic Details
Published in:Marketing management (Chicago, Ill.) Ill.), 1998-10, Vol.7 (3), p.19
Main Authors: Bistritz, Stephen J, Gardner, Alston, Klompmaker, Jay E
Format: Magazinearticle
Language:English
Subjects:
Client relationships
Competition
Competitive advantage
Credibility
Customer relations
Customers
Executives
Sales
Sales management
Salespeople
Statistical data
Strategic planning
Online Access:Get full text
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Summary:Gaining initial access and getting in the door is only the first step toward building quality, long-term business relationships with senior executives. There is no doubt that they key competitive differentiator is - and will continue to be - the quality of an organization's long-term customer relationships. Understanding this, companies are increasingly developing strategy account programs to generate sustainable competitive advantage and then struggle with how to be operate in this new environment. To help discover what companies are doing to meet these new sales challenges, Target Marketing Systems sponsored a research study in conjunction with the National Account Management Association and Georgia State University, The study, entitled Managing Strategic Accounts, was aimed at the exploration of how companies develop, staff, manage and measure their strategic account programs. Results of the study are presented.
ISSN:1061-3846