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The New Successful Large Account Management

The New Successful Large Account Management
  • Author: Robert B. Miller
  • Publisher: Grand Central Publishing
  • ISBN: 0446694665
  • Page: 272
  • View: 302

Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time.

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!


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The New Successful Large Account Management
Language: en
Pages: 272
Authors: Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Categories: Business & Economics
Type: BOOK - Published: 2005-04-20 - Publisher: Grand Central Publishing

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going
The New Successful Large Account Management
Language: en
Pages: 178
Authors: Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Categories: Customer relations
Type: BOOK - Published: 2011 - 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
The New Successful Large Account Management
Language: en
Pages: 224
Authors: Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Categories: Customer relations
Type: BOOK - Published: 2006 - Publisher: Kogan Page Publishers

"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
The New Successful Large Account Management, 3/Ed
Language: en
Pages:
Authors: Robert B. Miller
Categories: Customer relations
Type: BOOK - Published: 2010-01-01 - Publisher:

Books about The New Successful Large Account Management, 3/Ed
The 5 Paths to Persuasion
Language: en
Pages: 240
Authors: Robert B. Miller, Alden M. Hayashi, Gary A. Williams
Categories: Business & Economics
Type: BOOK - Published: 2007-05 - Publisher: Kogan Page Publishers

Identifying five types of executive decision makers, this title suggests approaches for catering a sales presentation that will appeal to charismatics, thinkers, sceptics, followers, and controllers. The method centres on the observation that different types of executives prefer to hear and see specific types of information.