Robert B Miller, Stephen E Heiman, Tad Tuleja

The New Successful Large Account Management

How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets

• Broschiertes Buch

Produktbeschreibung

Protect and strengthen key accounts with this hard-hitting, no-nonsense guide to managing important business relationships.

Produktdetails

• Verlag: Kogan Page Ltd
• 3 Revised edition
• Erscheinungstermin: Juni 2011
• Englisch
• Abmessung: 233mm x 154mm x 15mm
• Gewicht: 308g
• ISBN-13: 9780749462901
• ISBN-10: 0749462906
• Artikelnr.: 32711567

Autorenporträt

Robert B Miller, Stephen E Heiman, Tad Tuleja

Inhaltsangabe

Chapter
00: Introduction: Back to growth; Section
ONE: Basic Principles; Chapter
01: The new landscape of account management: eight lessons; Chapter
02: Selecting the Large Account; Chapter
03: A real
world example; Section
TWO: Situation Appraisal; Chapter
04: The Buy
Sell Hierarchy; Chapter
05: Preparing the ground; Chapter
06: Strategic Players; Chapter
07: The Account's Trends and Opportunities; Chapter
08: Your Strengths and Vulnerabilities; Chapter
09: Situation Appraisal summary; Section
THREE: Strategic Analysis; Chapter
10: Charter Statement; Chapter
11: Goals; Chapter
12: Focus Investments; Chapter
13: Stop Investments; Chapter
14: Revenue Targets; Chapter
15: Pre
Action Overview; Section
FOUR: Execution; Chapter
16: Actioning the strategy; Chapter
17: Ninety
Day Review; Chapter
18: The LAMP® advantage