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

The New Successful Large Account Management How to hold onto your most important customers and turn them into long-term assets 3rd edition Robert B Miller & Stephen E Heiman with Tad Tuleja "The quickest way to unravel the mysteries of successful large account management" Patrick Thomas, Development Director for Global & Strategic Accounts, Aon Risk Services International REAR COVER: "Having an effective method for managing all accounts has succeeded in giving Mincom the best chance of determining the most successful sales objectives, increasing the value level within its customer relationships and planning its own investment resources." Allen Vaughn, Vice President of Global Sales, Mincom "LAMP 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 The book that shows how to keep your most important customers. Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? The New Successful Large Account Management will show you. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling have put together a new version of this hard-hitting, no-nonsense book describing the unique process that will help to improve your most important business relationships. Now fully updated, this new edition is crammed with current examples of real success stories and proven strategies to keep customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to: devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts; move your relationship up the buysell hierarchy. Whatever business you're in, whatever its size, The New Successful Large Account Management shows you how to protect those crucial accounts that you can't afford to lose. The Miller Heiman Large Account Management Process (LAMP) is used successfully by some of the world's largest companies.Miller, Robert B. is the author of 'New Successful Large Account Management: Maintaining and Growing Your Most Important Assets - Your Customers', published 2007 under ISBN 9780749445010 and ISBN 0749445017.