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Successful Large Account Management - By Heiman, Miller
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معلومات المنتج

  •  

    المواصفات

    رقم ال ISBN
    9780749441326
    الفئات
    الادارة والتدريب
    الرقم المميز للسلعة
    2724343032716
    المؤلفين
    الكاتب
    Heiman, Miller
    المؤلفين
    الناشر
    Kogan Page
    رقم ال ISBN
    9780749441326
    الفئات
    الادارة والتدريب
    الرقم المميز للسلعة
    2724343032716
    المؤلفين
    الكاتب
    Heiman, Miller
    المؤلفين
    الناشر
    Kogan Page
    معلومات تقنية
    غلاف الكتاب
    غلاف عادي
    اللغات والبلدان
    لغة الكتاب
    الانجليزية
    إقرأ المزيد
  •  

    الوصف:

    • Description: We are now in the account knowledge era! The LAMP[registered] process helps us to recognise it - and that's the start.' - Brian Cates, former Senior Sales Training Consultant, Digital Equipment of Canada Ltd. 'LAMP[registered] provides a methodology that allows us to identify and
    • Description: We are now in the account knowledge era! The LAMP[registered] process helps us to recognise it - and that's the start.' - Brian Cates, former Senior Sales Training Consultant, Digital Equipment of Canada Ltd. 'LAMP[registered] provides a methodology that allows us to identify and manage clients more effectively.' - Tom Beyer, former Vice Chairman Management Consulting Services, Pricewaterhouse Coopers. This is the book that shows how to keep your most important customers...Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? "Successful Large Account Management" will show you how. The authors of the best-selling books, "The New Strategic Selling" and "The New Conceptual Selling", have now put together a hard-hitting, no-nonsense book describing the unique process that will help to improve your most important business relationships.By following their clearly defined and dynamic approach to the account planning process, you will learn how to: devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts; and, move your relationship up the buy-sell hierarchy. Whatever business you're in, whatever its size, "Successful Large Account Management" shows you how to protect those crucial accounts that you can't afford to lose. The Miller Heiman Large Account Management Programme (LAMP)[registered] is used successfully by some of the world's largest companies.
    • ISBN: 9780749441326
    • Publisher:Kogan Page
    • Author:Heiman, Miller
 

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