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