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

Robert B. Miller , Stephen E. Heiman , Tad Tuleja , Patrick Thomas
4.6 out of 5 stars  See all reviews (5 customer reviews)
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Book Description

April 20 2005
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!

Frequently Bought Together

The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers + The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies + The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning
Price For All Three: CDN$ 41.88

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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" --This text refers to an out of print or unavailable edition of 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. --This text refers to an out of print or unavailable edition of this title.

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Competitive pressure on companies has never been greater. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

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Most helpful customer reviews
5.0 out of 5 stars LAMP - An Usefull guide to Account Planning Feb. 15 2002
Format:Paperback
LAMP is the best book I have read about Key/Large Account Planning. Most salesreps and hates the planning process and struggle with their plans. This down to earth approach helps a salesrep to organize his work in developing his account plans in a straightforward and pragmatic way. Instead of focusing on history, LAMP is targeting the future and helps you to align your resources through action plans.
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5.0 out of 5 stars This is a must have!! EXCELLENT BOOK! Aug. 16 2001
By A Customer
Format:Paperback
The first chapter of this book was like reading an unauthorized biography of all my short comings in managing my largest accounts. Even as a top five performer, I still felt like I was flying by the seat of my pants. This book set out a course for improvement that has changed my professional career forever. If you manage large global accounts this book should be your bible. Mine is still drying out from massive highlighter use!
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4.0 out of 5 stars Building Strategic Relationships Jan. 29 2000
Format:Paperback
In this age of consolidation, big companies keep getting bigger. For suppliers, losing any large account can be at least dramatic or at worst devastating. Large Account Management Process (LAMP) from Miller Heiman presents a logical, team friendly method of knowing how your company is positiioned in your large accounts, and what needs to be done to maintain or improve that position. Highly recommended.
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4.0 out of 5 stars Proven to be effective in real businesses May 14 1998
By A Customer
Format:Paperback
Answers the question "how should I be working with field sales."   Contains tables, worksheets, lists, and step-by-step approaches with examples.   The problem will be getting an entire sales and marketing team to adopt it. Even if they don't, after reading this book, you may find you relate to your sales force in a different, more productive manner. The only reservation I have about this book is that for the concept to be truly effective, an entire work team must complete the training described in the book. I know from personal experience that, when a work team completes the training, it works, and works well. The book, as well as it may be written, cannot substitute for the group training. If it did, I would rate it a 10+.
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5.0 out of 5 stars An eye-opener!!! It's an action-oriented book. May 5 1998
By A Customer
Format:Paperback
LAMP helped me see how critical it is to take care of our large accounts. I realized that our survival as a company depends on them. Right now, we are taking the necessary action to apply the concepts that we have learned from the book.
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