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

by Miller Heiman (Author)

• Used

  Paperback
  1994

  $3.27

  Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement an action plan for the management of a key account, how to manage limited resources, how to build long-term relationships with clients and how to identify the right contacts and activate proper channels of communication.