Strategic Account Management Blog by Dennis J. Chapman Sr.

 

 

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> Resources > Publications

 

Publications

 

In an attempt to share his ideas about consultative selling methodology, process and practices, Dennis Chapman has written or has been featured in a variety of publications. Each published article is an opportunity for Dennis to share his expertise, insight and perspective on sales effectiveness. Dennis J. Chapman Sr., founder and President of The Chapman Group, has more than 44 years of executive sales experience. He has delivered proven sales performance development programs and many of the concepts that drive The Chapman Group’s client-focused integrated solutions are explained in the following published articles.

 

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Customer Orientation -

The Bedrock of Successful Customer/Supplier Relations

Network Magazine

by Dennis J. Chapman Sr.  

October 19, 2011

 

 

 

 

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"Married, with Business: Making CEO Marriages Work"

Baltimore SmartCEO Magazine

By Christianna McCausland & Dennis Chapman Sr.

2009

 

 

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"Strategic Account Team Coaching: How a SAM can Optimize the Team's Effectiveness" 

Velocity Magazine

By Dennis J. Chapman Sr.

2nd Quarter 2006

 

 

 

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Interview: "SAMs and Coaching"

SAMA's Focus: Team (Annual Conference Edition)

By: Sales Training Manager David Solberg of Intervet Inc. as interviewed by Dennis J. Chapman Sr.

5-2006

  

 

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"An Account Manager's Prescription for Success"

SAMA's Focus: Account Manager (Annual Conference Edition)

By Dennis J. Chapman Sr.

2008

 

 

    

 

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"Money Talks"

Selling Power Magazine

By Dennis J. Chapman Sr.

August 2005

 

 

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"Integrating Science into the Strategic Account Management Process"

Velocity Magazine

By Dennis J. Chapman

4th Quarter 2004

 

 

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"Metric-Based Account Management"

Velocity Magazine

By Dennis J. Chapman

1st Quarter 2002

 

 

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"Clients, Customers, Buyers: Which Do You Have?"  

CRM Magazine

By Dennis J. Chapman Sr.

March 2001

 

 

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"Clients, Customers, Buyer Accounts, Which Do You Have? Segment Now, Partner Later Through Differentiation in Servicing Practice"

Velocity Magazine

By Dennis J. Chapman Sr.

4th Quarter 2001

 

 

 

 

 

 

 

 

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