{"product_id":"the-new-successful-large-account-management-9780749462901","title":"The New Successful Large Account Management","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb style=\"font-family: verdana, tahoma; font-size: x-small;\"\u003eRobert B Miller \u003c\/b\u003eof 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. \u003cb style=\"font-family: verdana, tahoma; font-size: 10px;\"\u003eStephen E Heiman, \u003c\/b\u003ethe former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years.\u003cb\u003eTad Tuleja\u003c\/b\u003e is Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best-sellers, \u003cb\u003e\u003ci\u003eThe New Strategic Selling\u003c\/i\u003e\u003c\/b\u003e and \u003cb\u003e\u003ci\u003eThe New Conceptual Selling\u003c\/i\u003e\u003c\/b\u003e.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003e\u003cul\u003e\u003cli\u003eChapter - 00: Introduction: Back to growth;\u003c\/li\u003e\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - ONE: Basic Principles;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: The new landscape of account management: eight lessons;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: Selecting the Large Account;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: A real-world example;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - TWO: Situation Appraisal;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 04: The Buy-Sell Hierarchy;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: Preparing the ground;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: Strategic Players;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: The Account’s Trends and Opportunities;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: Your Strengths and Vulnerabilities;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: Situation Appraisal summary;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - THREE: Strategic Analysis;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 10: Charter Statement;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: Goals;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: Focus Investments;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: Stop Investments;\u003c\/li\u003e\n\u003cli\u003eChapter - 14: Revenue Targets;\u003c\/li\u003e\n\u003cli\u003eChapter - 15: Pre-Action Overview;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - FOUR: Execution;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 16: Actioning the strategy;\u003c\/li\u003e\n\u003cli\u003eChapter - 17: Ninety-Day Review;\u003c\/li\u003e\n\u003cli\u003eChapter - 18: The LAMP® advantage\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48865722597719,"sku":"9780749462901","price":28.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749462901.jpg?v=1722275270","url":"https:\/\/bookcurl.com\/products\/the-new-successful-large-account-management-9780749462901","provider":"Book Curl","version":"1.0","type":"link"}