Description
Book SynopsisRobert B Miller of Miller Heiman, a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena.
Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years.
Tad Tuleja is Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best-sellers,
The New Strategic Selling and
The New Conceptual Selling.
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® advantage
