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

Miller, Robert B; Heiman, Stephen E; Tuleja, Tad

Softcover

ISBN 10: 0749445017 ISBN 13: 9780749445010

Publisher: Kogan Page, 2005

Synopsis

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships."

- Damon Jones, COO, Miller Heiman, Inc.

"The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company."

- Joseph L Cash, senior vice president of sales, Equifax Corporation

"Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results."

- Paul Wichman, vice president and senior division sales manager, Schwab Institution

'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

About this title

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

About this edition

• Publisher: Kogan Page
• Publication date: 2005
• ISBN 10: 0749445017
• ISBN 13: 9780749445010
• Binding: Paperback
• Edition number: 3
• Number of pages: 224