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Title The New Successful Large Account Management
Author Robert B. Miller
Publisher Grand Central Publishing
Release 2005-04-20
Category Business & Economics
Total Pages 272
ISBN 9780446694667
Language English, Spanish, and French
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Book Summary:

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!

More Nooks:

The New Successful Large Account Management
Language: en
Pages: 272
Authors: Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Categories: Business & Economics
Type: BOOK - Published: 2005-04-20 - Publisher: Grand Central Publishing

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
The New Successful Large Account Management
Language: en
Pages: 178
Authors: Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Categories: Customer relations
Type: BOOK - Published: 2011 - Publisher:

Whatever a company's sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large Account Management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can't afford to lose. Based on the proven Miller Heiman
The New Successful Large Account Management
Language: en
Pages: 224
Authors: Robert B. Miller, Stephen E. Heiman, Tad Tuleja
Categories: Customer relations
Type: BOOK - Published: 2006 - Publisher: Kogan Page Publishers

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. 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
The 5 Paths to Persuasion
Language: en
Pages: 240
Authors: Robert B. Miller, Alden M. Hayashi, Gary A. Williams
Categories: Business & Economics
Type: BOOK - Published: 2007-05 - Publisher: Kogan Page Publishers

Identifying five types of executive decision makers, this title suggests approaches for catering a sales presentation that will appeal to charismatics, thinkers, sceptics, followers, and controllers. The method centres on the observation that different types of executives prefer to hear and see specific types of information.
Better Business Relationships
Language: en
Pages: 368
Authors: Kim Tasso
Categories: Business & Economics
Type: BOOK - Published: 2018-09-20 - Publisher: Bloomsbury Publishing

Business success is reliant on being able to get on with people. No matter what the role in an organization, the ability to influence, persuade, motivate and encourage others to act effectively is vital. Better Business Relationships brings together a wealth of knowledge and practical advice, from psychology and management