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.

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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£29.99

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Paperback / softback by Robert B Miller , Stephen E Heiman

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Short Description:

Whatever a company's sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large... Read more

    Publisher: Kogan Page Ltd
    Publication Date: 03/06/2011
    ISBN13: 9780749462901, 978-0749462901
    ISBN10: 0749462906

    Number of Pages: 192

    Non Fiction , Business, Finance & Law

    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.

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