The new successful large account management : how to hold onto your most important customers and turn them into long-term assets
著者
書誌事項
The new successful large account management : how to hold onto your most important customers and turn them into long-term assets
Kogan Page , Miller Heiman, 2006
3rd ed
- : pbk
大学図書館所蔵 全3件
  青森
  岩手
  宮城
  秋田
  山形
  福島
  茨城
  栃木
  群馬
  埼玉
  千葉
  東京
  神奈川
  新潟
  富山
  石川
  福井
  山梨
  長野
  岐阜
  静岡
  愛知
  三重
  滋賀
  京都
  大阪
  兵庫
  奈良
  和歌山
  鳥取
  島根
  岡山
  広島
  山口
  徳島
  香川
  愛媛
  高知
  福岡
  佐賀
  長崎
  熊本
  大分
  宮崎
  鹿児島
  沖縄
  韓国
  中国
  タイ
  イギリス
  ドイツ
  スイス
  フランス
  ベルギー
  オランダ
  スウェーデン
  ノルウェー
  アメリカ
注記
Includes index
内容説明・目次
内容説明
"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.
目次
- The New Landscape of Account Management
- Selecting the Large Account
- A Real-World Example
- The Buy-Sell Hierarchy
- Preparing the Ground
- Strategic Players
- The Accounts Trends and Opportunities
- Your Strengths and Vulnerabilities
- Situation Appraisal Summary
- Charter Statement
- Goals
- Focus Investments
- Stop Investments
- Revenue Targets
- Pre-Action Overview
- Actioning the Strategy
- Ninety-Day Review
- The LAMP Advantage.
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