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The Strategic Account Benchmark Consortium Findings
Research Sponsoring Partners:
- ACDELCO
- BOISE CASCADE OFFICE PRODUCTS
- DANKA OFFICE IMAGING
- INFORMATION RESOURCES, INC.
- INSURANCE TECHNOLOGY SERVICES
- LENNOX INDUSTRIES INC.
- MARK IV INDUSTRIAL, DAYCO IND. DIV.
- MARRIOTT LODGING GROUP
- OCCIDENTAL CHEMICAL CORPORATION
- PEPSI-COLA COMPANY
- PITNEY BOWES OF CANADA
- REYNOLDS & REYNOLDS APG
- THE TRANE COMPANY
- WASTE MANAGEMENT, INC.
- ZELLERBACH
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This publication summarizes the results of the research on national and global sales accounts by the Strategic Account Management Association and The HR Chally Group.
The objective of this research is to establish and maintain a comprehensive and reliable Strategic/Global Account Database of Sales Productivity and its Component Parts, thus enabling the Sponsoring Partners to Benchmark their Strategic/Global Account
Management Metrics and Processes.
Contents:
- Executive Summary
- Findings/Trends
- Challenge and Solutions
- Sales Metrics
- SAM Competency Model
42 pages
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