The New Successful Large Account Management: How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets - Brossura

Miller, Robert B; Heiman, Stephen E; Tuleja, Tad

Brossura

ISBN 10: 0749445017 ISBN 13: 9780749445010

Casa editrice: Kogan Page Ltd, 2005

Riassunto

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." - Damon Jones, COO, Miller Heiman, Inc. "The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." - Joseph L Cash, senior vice president of sales, Equifax Corporation "Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results." - Paul Wichman, vice president and senior division sales manager, Schwab Institution 'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

Su questo libro

Descrizione del libro:

The Miller Heiman Large Account Management Programme is used successfully by some of the worlds largest companies

Now updated with recent examples of actual success stories and proven strategies to keep customers coming back

A no-nonsense, hard-hitting style that gets straight to the point

For companies with sales that come from accounts worth 50,000 to 5 million

L'autore:

Robert B Miller brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena.

Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heiman's President, CEO and chairman.

Tad Tuleja is Miller Heiman's staff writer.

They are also the authors of the other Miller Heiman best sellers, The New Strategic Selling and The New Conceptual Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success.

Su questa edizione

• Editore: Kogan Page Ltd
• Data di pubblicazione: 2005
• ISBN 10: 0749445017
• ISBN 13: 9780749445010
• Rilegatura: Copertina flessibile
• Numero edizione: 3
• Numero di pagine: 224