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The New Successful Large Account Management
by Robert B. Miller, Tad Tuleja, Stephen E. Heiman

How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets: Maintaining and Growing Your Most Important Assets

"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
Paperback, 3rd edition 2007, 213pages, very good condition
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  • Seller location: North Shore, Auckland, NZ

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