New Successful Large Account Management

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9780749462901: New Successful Large Account Management

Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? "The New Successful Large Account Management" shows you how to protect those crucial accounts that you can't afford to lose. This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts; and, move your relationship up the buy-sell hierarchy.

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

About the Author:

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.

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

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1.

Robert B Miller,Stephen E Heiman
Editore: Kogan Page Limited/Viva Books (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
Nuovi Softcover Quantità: > 20
Da
BookVistas
(New Delhi, DELHI, India)
Valutazione libreria
[?]

Descrizione libro Kogan Page Limited/Viva Books, 2011. Softcover. Condizione libro: New. 5th or later edition. Whatever your company?s sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? The New Successful Large Account Management shows you how to protect those crucial accounts that you can?t afford to lose. This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to: ? devise a strategic action plan for managing your key accounts ? manage them effectively and profitably ? build long-term relationships with clients ? improve competitive positions in important accounts ? move your relationship up the buy-sell hierarchy Contents: Introduction: Back to growth ? Part One: Bacis Principles ? The new landscape of account management: eight lessons ? Selecting the large Account ? A real-world example ? Part Two: Situation Appraisal ? The Buy-Sell Hierarchy ? Preparing the ground ? Strategic Players ? The Account?s Tenders and Opportunities ? Your Strengths and Vulnerabilities ? Situation Appraisal summary ? Part Three: Strategic Analysis ? Character Statement ? Goals ? Focus Investments ? Stop Investments ? Revenue Targets ? Pre-Action Overview ? Part Four: Execution ? Actioning the Strategy ? Ninety-Day Review ? The LAMP advantage ? Epilogue: Your customers are your future: a case for strategic account management by Lisa Napolitano ? Index. Printed Pages: 192. Codice libro della libreria 32787

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2.

Robert B Miller,Stephen E Heiman
Editore: Kogan Page Limited/Viva Books (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
Nuovi Softcover Quantità: > 20
Da
A - Z Books
(New Delhi, DELHI, India)
Valutazione libreria
[?]

Descrizione libro Kogan Page Limited/Viva Books, 2011. Softcover. Condizione libro: New. 5th or later edition. Whatever your company’s sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? The New Successful Large Account Management shows you how to protect those crucial accounts that you can’t afford to lose. This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to: • devise a strategic action plan for managing your key accounts • manage them effectively and profitably • build long-term relationships with clients • improve competitive positions in important accounts • move your relationship up the buy-sell hierarchy Contents: Introduction: Back to growth • Part One: Bacis Principles • The new landscape of account management: eight lessons • Selecting the large Account • A real-world example • Part Two: Situation Appraisal • The Buy-Sell Hierarchy • Preparing the ground • Strategic Players • The Account’s Tenders and Opportunities • Your Strengths and Vulnerabilities • Situation Appraisal summary • Part Three: Strategic Analysis • Character Statement • Goals • Focus Investments • Stop Investments • Revenue Targets • Pre-Action Overview • Part Four: Execution • Actioning the Strategy • Ninety-Day Review • The LAMP advantage • Epilogue: Your customers are your future: a case for strategic account management by Lisa Napolitano • Index. Printed Pages: 192. Codice libro della libreria 32787

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Robert B Miller Stephen E Heiman Tad Tuleja
ISBN 10: 0749462906 ISBN 13: 9780749462901
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Descrizione libro Condizione libro: Brand New. Brand New Original US Edition, Perfect Condition. Printed in English. Excellent Quality, Service and customer satisfaction guaranteed!. Codice libro della libreria AIND-40288

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Robert B Miller Stephen E Heiman Tad Tuleja
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Descrizione libro Condizione libro: New. Brand New Original US Edition.We Ship to PO BOX Address also. EXPEDITED shipping option also available for faster delivery. Codice libro della libreria AUSBNEW-40288

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Robert Miller
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Descrizione libro Condizione libro: New. Depending on your location, this item may ship from the US or UK. Codice libro della libreria 97807494629010000000

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Miller, Robert
Editore: Kogan Page
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Descrizione libro Kogan Page. PAPERBACK. Condizione libro: New. 0749462906 *BRAND NEW* Ships Same Day or Next!. Codice libro della libreria SWATI2122647043

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7.

Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Editore: Kogan Page Ltd, United Kingdom (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
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Descrizione libro Kogan Page Ltd, United Kingdom, 2011. Paperback. Condizione libro: New. 3rd Revised edition. Language: English . Brand New Book. Whatever a company s sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large Account Management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can t afford to lose. Based on the proven Miller Heiman Large Account Management Process, which is used successfully by some of the world s largest companies, it is crammed with examples of real success stories and proven strategies to keep customers coming back. By following the clearly defined and dynamic approach to the account planning process, readers will close more business and introduce winning sales systems into their organization. Codice libro della libreria AA99780749462901

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8.

Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Editore: Kogan Page Ltd, United Kingdom (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
Nuovi Paperback Quantità: 10
Da
The Book Depository US
(London, Regno Unito)
Valutazione libreria
[?]

Descrizione libro Kogan Page Ltd, United Kingdom, 2011. Paperback. Condizione libro: New. 3rd Revised edition. Language: English . Brand New Book. Whatever a company s sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large Account Management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can t afford to lose. Based on the proven Miller Heiman Large Account Management Process, which is used successfully by some of the world s largest companies, it is crammed with examples of real success stories and proven strategies to keep customers coming back. By following the clearly defined and dynamic approach to the account planning process, readers will close more business and introduce winning sales systems into their organization. Codice libro della libreria AA99780749462901

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Robert Miller
Editore: Kogan Page 2011-06-03 (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
Nuovi Paperback Quantità: 5
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Chiron Media
(Wallingford, Regno Unito)
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Descrizione libro Kogan Page 2011-06-03, 2011. Paperback. Condizione libro: New. Codice libro della libreria NU-GRD-04719895

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Robert B Miller, Stephen E Heiman, Tad Tuleja
Editore: Kogan Page 2011-06-03, London (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
Nuovi paperback Quantità: 5
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Blackwell's
(Oxford, OX, Regno Unito)
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Descrizione libro Kogan Page 2011-06-03, London, 2011. paperback. Condizione libro: New. Codice libro della libreria 9780749462901

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