Strategic Account Management Checklist

6 March 2009

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Dennis Chapman, Founder and President of The Chapman Group and a veteran in the field of sales management, offers a best-in-class checklist for assessing an organization’s strategic account management effectiveness. In this Research Brief, he discusses role differences between traditional account managers and today’s strategic account manager. Role clarity within a formalized SAM program benefits all account managers within an organization, according to Chapman. Organizations with best-in-class ambitions for their strategic account management programs should find this checklist a useful guide.

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