The New Successful Large Account Management

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Sprache: Englisch

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Beschreibung

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? The New Successful Large Account Management shows you how to protect those crucial accounts that you can't afford to lose.

This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the 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.

Über den Autor

Robert B Miller, Stephen E Heiman, Tad Tuleja

Inhaltsverzeichnis

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

Erscheinungsjahr:	2011
Fachbereich:	Betriebswirtschaft
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Kartoniert / Broschiert
ISBN-13:	9780749462901
ISBN-10:	0749462906
Sprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	Miller, Robert B. Heiman, Stephen E. Tuleja, Tad
Auflage:	3. Auflage
Hersteller:	Kogan Page
Maße:	233 x 154 x 15 mm
Von/Mit:	Robert B. Miller (u. a.)
Erscheinungsdatum:	03.06.2011
Gewicht:	0,315 kg

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