The new successful large account management

Author(s)

Bibliographic Information

The new successful large account management

Robert B. Miller, Stephen E. Heiman with Tad Tuleja

Kogan Page, 2011

Rev. 3rd ed

Other Title

The new successful large account management : how to hold onto your most important customers and turn them into long-term assets

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Note

Previous ed.: 2006

"Miller Heiman"

Includes index

Description and Table of Contents

Description

Whatever a company's sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large Account Management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can't afford to lose. Based on the proven Miller Heiman Large Account Management Process, which is used successfully by some of the world's largest companies, it is crammed with examples of real success stories and proven strategies to keep customers coming back. By following the clearly defined and dynamic approach to the account planning process, readers will close more business and introduce winning sales systems into their organization.

Table of Contents

  • Chapter - 00: Introduction: Back to growth
  • Section - ONE: Basic Principles
  • Chapter - 01: The new landscape of account management: eight lessons
  • Chapter - 02: Selecting the Large Account
  • Chapter - 03: A real-world example
  • Section - TWO: Situation Appraisal
  • Chapter - 04: The Buy-Sell Hierarchy
  • Chapter - 05: Preparing the ground
  • Chapter - 06: Strategic Players
  • Chapter - 07: The Account's Trends and Opportunities
  • Chapter - 08: Your Strengths and Vulnerabilities
  • Chapter - 09: Situation Appraisal summary
  • Section - THREE: Strategic Analysis
  • Chapter - 10: Charter Statement
  • Chapter - 11: Goals
  • Chapter - 12: Focus Investments
  • Chapter - 13: Stop Investments
  • Chapter - 14: Revenue Targets
  • Chapter - 15: Pre-Action Overview
  • Section - FOUR: Execution
  • Chapter - 16: Actioning the strategy
  • Chapter - 17: Ninety-Day Review
  • Chapter - 18: The LAMP (R) advantage

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