 |
|
|
Item Details
The item which you searched for
has been replaced by a newer edition. To view details of the newer edition
click
here
|
| Title:
|
THE NEW SUCCESSFUL LARGE ACCOUNT MANAGEMENT
HOW TO HOLD ONTO YOUR MOST IMPORTANT CUSTOMERS AND TURN THEM INTO LONG TERM ASSETS |
| By: |
Robert B. Miller, Stephen E. Heiman, Tad Tuleja |
| Format: |
Paperback |
| List price:
|
£22.50 |
|
We currently do not stock this item, please contact the publisher directly for
further information.
|
|
|
|
|
|
| ISBN 10: |
0749445017 |
| ISBN 13: |
9780749445010 |
| Publisher: |
KOGAN PAGE LTD |
| Pub. date: |
1 November, 2005 |
| Edition: |
3rd Revised edition |
| Pages: |
224 |
| Description: |
Advises you how to best manage your important business accounts. This title provides comprehensive and practical lessons that help you to protect and improve your crucial customer relationships. Whatever business you're in, it shows you how to protect those crucial accounts that you can't afford to lose. |
| Synopsis: |
"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. |
| Illustrations: |
Illustrations |
| Publication: |
UK |
| Imprint: |
Kogan Page Ltd |
| Returns: |
Returnable |
|
|
|
 |
|
|
|
|
|
No Cheese, Please!
A fun picture book for children with food allergies - full of friendship and super-cute characters!Little Mo the mouse is having a birthday party.
|
My Brother Is a Superhero
Luke is massively annoyed about this, but when Zack is kidnapped by his arch-nemesis, Luke and his friends have only five days to find him and save the world...
|
|
|
|
|