The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

Miller, Robert B.; Heiman, Stephen E.; Tuleja, Tad; Thomas, Patrick [Contributor]

ISBN 10: 0446694665 / ISBN 13: 9780446694667

Published by Grand Central Publishing, 2005

About this Item

Seller Inventory # 0446694665-3-30913896

Bibliographic Details

• Title: The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers
• Publisher: Grand Central Publishing
• Publication Date: 2005
• Language: English
• ISBN 10: 0446694665
• ISBN 13: 9780446694667
• Binding: paperback
• Condition: Good
• Weight: 9 ounces

About this title

Synopsis

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!

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.