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Successful Large Account Management - By Heiman, Miller
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PRODUCT INFORMATION

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    Specifications

    Category Type
    Management & Training
    ISBN
    9780749441326
    Item EAN
    2724343032716
    People
    Author
    Heiman, Miller
    People
    Publisher
    Kogan Page
    Category Type
    Management & Training
    ISBN
    9780749441326
    Item EAN
    2724343032716
    People
    Author
    Heiman, Miller
    People
    Publisher
    Kogan Page
    Technical Information
    Binding
    Paperback
    Languages and countries
    Book Language
    English
    Read more
  •  

    Description:

    • 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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