Items related to Successful Large Account Management
For most businesses, several large accounts represent a huge proportion of total turnover. Yet, because of other accounts, staff shortages, or the sheer difficulty of managing a big account, they are seldom given the attention they deserve. This has obvious dangers, chiefly that the account is not run as profitably as it could be, and that the general sense of neglect may well lead to it being poached by competitors. This study analyzes the various problems of large account management, and proposes a series of straightforward and easily replicable solutions. It focuses particularly on the need not only to maintain key accounts, but also to develop them to the maximum extent - a shift in emphasis made possible partly by the better planning and allocation of staff time.
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Review:
“The quickest way to unravel the mysteries of successful large account management” -- Patrick Thomas, Development Director for Global & Strategic Accounts, Aon Risk Services International
Book Description:
The Miller Heiman Large Account Management Programme is used successfully by some of the worlds largest companies
Now updated with recent examples of actual success stories and proven strategies to keep customers coming back
A no-nonsense, hard-hitting style that gets straight to the point
For companies with sales that come from accounts worth 50,000 to 5 million
Now updated with recent examples of actual success stories and proven strategies to keep customers coming back
A no-nonsense, hard-hitting style that gets straight to the point
For companies with sales that come from accounts worth 50,000 to 5 million
"About this title" may belong to another edition of this title.
- PublisherKogan Page Ltd
- Publication date1993
- ISBN 10 0749406313
- ISBN 13 9780749406318
- BindingHardcover
- Number of pages220
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