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Description
The New Successful Large Account Management: How To Hold Onto Your Most Important Customers And Turn Them Into Long Term AssetsThe New Successful Large Account Management: How To Hold Onto Your Most Important Customers And Turn Them Into Long Term Assets 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
The New Successful Large Account Management: How To Hold Onto Your Most Important Customers And Turn Them Into Long Term Assets
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.' In-Store Magazine
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.
SPECIFICATIONS:
Author:Robert B. Miller, Steven E Hayman, Thad Tuleja - Роберт Б. Миллер, Стивен Е Хейман, Тад Туледжа
Publisher:Kogan page
Language:English
Publication Date:2011
Number of pages:192 pst
Format:Paperback
Width:156 mm / 6,1'
Height:235 mm / 9,3'
Weight:310 g
ISBN:9780749462901
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