- 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."
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The New Successful Large Account Management
How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets
Protect and strengthen key accounts with this hard-hitting, no-nonsense guide to managing important business relationships.
Key features at a glance
EAN: 9780749462901
Edition: 3
Published:
Format: 235x156
192 pages
About the book
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.
About the authors
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.
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