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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers Paperback – Apr 20 2005

4.6 out of 5 stars 5 customer reviews

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  • The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
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  • The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning
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Product Details

  • Paperback: 272 pages
  • Publisher: Grand Central Publishing; Revised and Updated ed. edition (April 20 2005)
  • Language: English
  • ISBN-10: 0446694665
  • ISBN-13: 978-0446694667
  • Product Dimensions: 13.3 x 1.9 x 20.3 cm
  • Shipping Weight: 227 g
  • Average Customer Review: 4.6 out of 5 stars 5 customer reviews
  • Amazon Bestsellers Rank: #117,473 in Books (See Top 100 in Books)
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Product Description

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 is currently Vice-President for Technology Development for the SureBeam Corporation, the world's only company specifically devoted to food irradiation using accelerator sources of ionizing radiation. He holds a PhD in Nuclear Engineering from the Ohio State University  (1973), and has held a variety of relevant technical and managerial positions in his 30-year career. He has over 30 open-literature publications, and is the author of the text An Introduction to the Physics of Intense Charged Particle Beams, Plenum (1981).

Heiman is co-founder of Miller Heiman, Inc., one of the most prestigious sales consulting firms, and author of several best-selling buisness books. His more than thirty-year career includes sales, sales management, and senior management positions.

Tuleja has researched and published thousands of quirky facts in the many books.

Patrick R. Thomas is an Associate Professor and was Director of the Centre for Movement Education and Research at Griffith University s Mt Gravatt Campus in Brisbane. After completing a Teachers Certificate, Dr Thomas studied at the University of Queensland, graduating with first-class honours and a University medal in psychology. He subsequently completed research Masters and PhD degrees in organisational and cognitive psychology, and has taught psychology and research methods for more than 35 years. Dr Thomas was a foundation member of the College of Sport Psychologists of the Australian Psychological Society, and for the past 10 years has provided psychological services to athletes, particularly golfers. He has been a member of Pacific Golf Club since 1978.


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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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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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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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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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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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