The New Successful Large Account Management
How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets
Tad Tuleja author Stephen E Heiman author Robert B Miller author
Format:Paperback
Publisher:Kogan Page Ltd
Published:3rd Jun '11
Should be back in stock very soon
Provides guidance on devising a strategic action plan for managing key accounts Helps practitioners build long-term relationships with clients, managing them effectively and profitably Addresses how to improve competitive positions in important accounts and move the relationship up the buy-sell hierarchy "Key insights into how to close more business and introduce winning sales systems to the entire organisation." In-Store Magazine
Protect and strengthen key accounts with this hard-hitting, no-nonsense guide to managing important business relationships.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.
ISBN: 9780749462901
Dimensions: 235mm x 156mm x 12mm
Weight: 310g
192 pages
3rd Revised edition