Successful Large Account Management: How to Hold on to Your Most Important Customers - And Keep Them Going Strong - In Today's Marketplace - Softcover

Miller, Robert B.; Heiman, Stephen E.; Tuleja, Tad

3.76

33 ratings by Goodreads

9780446393560: Successful Large Account Management: How to Hold on to Your Most Important Customers - And Keep Them Going Strong - In Today's Marketplace

Softcover

ISBN 10: 0446393568 ISBN 13: 9780446393560

Publisher: Grand Central Publishing, 1992

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Most companies depend on a handful of crucial clients for at least half of their revenues. To improve these critical business relationships, this dynamic book explains Large Account Management Process (LAMP) techniques that will make sure readers keep their most important accounts.

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About the Author:

Robert B Miller brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heiman's President, CEO and chairman. Tad Tuleja is Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best sellers, The New Strategic Selling and The New Conceptual Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success.

Review:

"Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." - Damon Jones, COO, Miller Heiman, Inc. "The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." - Joseph L Cash, senior vice president of sales, Equifax Corporation"

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