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

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9780749462901: The New Successful Large Account Management: How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets
From the Publisher:

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.

From the Publisher:

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.

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1.

Miller, Robert B; Heiman, Stephen E; Tuleja, Tad
Editorial: Kogan Page Limited/Viva Books (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
Nuevos Softcover Cantidad: > 20
Librería
BookVistas
(New Delhi, DELHI, India)
Valoración
[?]

Descripción Kogan Page Limited/Viva Books, 2011. Softcover. Estado de conservación: 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. Nº de ref. de la librería 32787

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2.

Miller, Robert B; Heiman, Stephen E; Tuleja, Tad
Editorial: Kogan Page Limited/Viva Books (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
Nuevos Softcover Cantidad: > 20
Librería
A - Z Books
(New Delhi, DELHI, India)
Valoración
[?]

Descripción Kogan Page Limited/Viva Books, 2011. Softcover. Estado de conservación: 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. Nº de ref. de la librería 32787

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Miller, Robert B; Heiman, Stephen E; Tuleja, Tad
ISBN 10: 0749462906 ISBN 13: 9780749462901
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firstbookstore
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Descripción Estado de conservación: Brand New. Brand New Original US Edition, Perfect Condition. Printed in English. Excellent Quality, Service and customer satisfaction guaranteed!. Nº de ref. de la librería AIND-40288

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Miller, Robert B; Heiman, Stephen E; Tuleja, Tad
Editorial: Kogan Page (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
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Irish Booksellers
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Descripción Kogan Page, 2011. Paperback. Estado de conservación: New. book. Nº de ref. de la librería 0749462906

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Miller, Robert B; Heiman, Stephen E; Tuleja, Tad
ISBN 10: 0749462906 ISBN 13: 9780749462901
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Descripción Estado de conservación: New. Brand New Original US Edition.We Ship to PO BOX Address also. EXPEDITED shipping option also available for faster delivery. Nº de ref. de la librería AUSBNEW-40288

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Miller, Robert B; Heiman, Stephen E; Tuleja, Tad
ISBN 10: 0749462906 ISBN 13: 9780749462901
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Descripción Estado de conservación: New. Nº de ref. de la librería 12106677-n

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Miller, Robert B; Heiman, Stephen E; Tuleja, Tad
Editorial: Kogan Page Ltd, United Kingdom (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
Nuevos Paperback Cantidad: 10
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Descripción Kogan Page Ltd, United Kingdom, 2011. Paperback. Estado de conservación: New. 3rd Revised edition. 232 x 156 mm. Language: English . Brand New Book. 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. Nº de ref. de la librería LIB9780749462901

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Miller, Robert B; Heiman, Stephen E; Tuleja, Tad
ISBN 10: 0749462906 ISBN 13: 9780749462901
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Descripción 2011. Estado de conservación: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service!. Nº de ref. de la librería ABE_book_new_0749462906

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Miller, Robert B; Heiman, Stephen E; Tuleja, Tad
Editorial: Kogan Page Ltd, United Kingdom (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
Nuevos Paperback Cantidad: 10
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The Book Depository US
(London, Reino Unido)
Valoración
[?]

Descripción Kogan Page Ltd, United Kingdom, 2011. Paperback. Estado de conservación: New. 3rd Revised edition. 232 x 156 mm. Language: English . Brand New Book. 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. Nº de ref. de la librería LIB9780749462901

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Miller, Robert B; Heiman, Stephen E; Tuleja, Tad
Editorial: Kogan Page 2011-06-03 (2011)
ISBN 10: 0749462906 ISBN 13: 9780749462901
Nuevos Cantidad: 5
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Chiron Media
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Descripción Kogan Page 2011-06-03, 2011. Estado de conservación: New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely. Nº de ref. de la librería NU-LBR-00930568

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