The New Successful Large Account Management

The New Successful Large Account Management

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qWith 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.q- Damon Jones, COO, Miller Heiman, Inc.qThe 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.q- Joseph L Cash, senior vice president of sales, Equifax CorporationqMiller 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.q- 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.The New Conceptual Selling: The one-to-one selling system that builds a win-win buyer-seller relationship 2nd edition aquot;The New Conceptual Selling is different from all other sales training because it. . . structures the face-to-face experience.

Title:The New Successful Large Account Management
Author: Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Publisher:Kogan Page Publishers - 2005

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