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The new successful large account management : maintaining and growing your most important assets--your customers

Author: Robert B Miller; Stephen E Heiman; Tad Tuleja
Publisher: New York : Warner Business Books, 2005.
Edition/Format:   Print book : English : Rev. & updatedView all editions and formats
Database:WorldCat
Summary:

For the accounts that you cannot afford to lose, here are the strategies that will keep them coming back. An invaluable book of techniquesto improve your most important business relationships.

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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Robert B Miller; Stephen E Heiman; Tad Tuleja
ISBN: 0446694665 9780446694667
OCLC Number: 56686325
Notes: Includes index.
Description: xvii, 253 pages : illustrations ; 21 cm
Contents: Introduction : back to growth --
The new landscape of account management : eight lessons --
Selecting the large account --
A real world example --
The buy-sell hierarchy --
Preparing the ground --
Strategic players --
The account's trends and opportunities --
Your strengths and vulnerabilities --
Situation appraisal summary --
Charter statement --
Goals --
Focus investments --
Stop investments --
Revenue targets --
A pre-action overview --
Actioning the strategy --
Ninety-day review --
The LAMP advantage.
Responsibility: Robert B. Miller and Stephen E. Heiman, with Tad Tuleja.
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