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

by TadTuleja (Author), RobertBMiller (Author), StephenEHeiman (Author)

New
Paperback
2011
$35.10

Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? The New Successful Large Account Management shows you how to protect those crucial accounts that you can't afford to lose. This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts; and, move your relationship up the buy-sell hierarchy.

Synopsis

Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? "The New Successful Large Account Management" shows you how to protect those crucial accounts that you can't afford to lose. This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts; and, move your relationship up the buy-sell hierarchy.

$35.10

Quantity

10 in stock

More Information

Format: Paperback
Pages: 192
Edition: 3
Publisher: Kogan Page
Published: 03 Jun 2011
ISBN 10: 0749462906
ISBN 13: 9780749462901
Book Overview: 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

Author Bio

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.