The New Successful Large Account Management: How to Hold onto Your Most Important Customers and Turn Them...

— —

Robert B Miller Stephen E Heiman

The New Successful Large Account Management

Name: The New Successful Large Account Management
Price: 72.95 AUD
Availability: OutOfStock
ISBN: 9780749462901

How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets

Robert B Miller, Stephen E Heiman, Tad Tuleja

$72.95

Paperback

Not in-store but you can order this
How long will it take?

Availability Information

We source books from suppliers in Australia and overseas. For books we don't currently have in stock, the time it takes to get them from our suppliers can vary widely - from a few days to a few months - so we check each book with each supplier to determine the expected time it will take to be supplied to us.

We will update you on expected arrival time to us. If this delay is too long, please let us know within 2 business days and we can give you options regarding cancelling or adjusting your order. More details on cancelling your order can be found in our Terms of Trade.

To find out the anticipated arrival time for specific items prior to ordering, please contact us by phone or email:

Phone +61 2 9264 3111, or 1800 4 BOOKS (1800 4 26657) if outside Sydney:
option 1 Abbey's Bookshop (Crime, History, Science, Kids & more) • info@abbeys.com.au
option 2 Language Book Centre (ESL & Foreign Languages) • language@abbeys.com.au
option 3 Galaxy Bookshop (Sci-fi, Fantasy, Romance, Graphic Novels) • sf@galaxybooks.com.au

QTY:

English

Kogan Page Ltd
03 June 2011

Management & management techniques; Sales & marketing; Customer services

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.

By: Robert B Miller, Stephen E Heiman, Tad Tuleja
Imprint: Kogan Page Ltd
Country of Publication: United Kingdom
Edition: 3rd Revised edition
Dimensions: Height: 235mm, Width: 156mm, Spine: 12mm
Weight: 310g
ISBN: 9780749462901
ISBN 10: 0749462906
Pages: 192
Publication Date: 03 June 2011
Audience: Professional and scholarly , Undergraduate
Format: Paperback
Publisher's Status: Active

Chapter - 00: Introduction: Back to growth; Section - ONE: Basic Principles; Chapter - 01: The new landscape of account management: eight lessons; Chapter - 02: Selecting the Large Account; Chapter - 03: A real-world example; Section - TWO: Situation Appraisal; Chapter - 04: The Buy-Sell Hierarchy; Chapter - 05: Preparing the ground; Chapter - 06: Strategic Players; Chapter - 07: The Account’s Trends and Opportunities; Chapter - 08: Your Strengths and Vulnerabilities; Chapter - 09: Situation Appraisal summary; Section - THREE: Strategic Analysis; Chapter - 10: Charter Statement; Chapter - 11: Goals; Chapter - 12: Focus Investments; Chapter - 13: Stop Investments; Chapter - 14: Revenue Targets; Chapter - 15: Pre-Action Overview; Section - FOUR: Execution; Chapter - 16: Actioning the strategy; Chapter - 17: Ninety-Day Review; Chapter - 18: The LAMP® advantage

Robert B Miller of Miller Heiman, a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years. 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.