Successful Large Account Management - Hardcover

Miller, Robert B.; Heiman, Stephen E.

Hardcover

ISBN 10: 0805013040 ISBN 13: 9780805013047

Publisher: Henry Holt & Co, 1991

Synopsis

Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

About this title

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"

About this edition

• Publisher: Henry Holt & Co
• Publication date: 1991
• ISBN 10: 0805013040
• ISBN 13: 9780805013047
• Binding: Hardcover
• Edition number: 1
• Number of pages: 218