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The New Successful Large Account Management


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Table of Contents

The New Landscape of Account Management; Selecting the Large Account; A Real-World Example; The Buy-Sell Hierarchy; Preparing the Ground; Strategic Players; The Accounts Trends and Opportunities; Your Strengths and Vulnerabilities; Situation Appraisal Summary; Charter Statement; Goals; Focus Investments; Stop Investments; Revenue Targets; Pre-Action Overview; Actioning the Strategy; Ninety-Day Review; The LAMP Advantage.

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The authors of The New Stategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships.

About the Author

Robert B Miller brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heiman's President, CEO and chairman. Tad Tuleja is Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best sellers, The New Strategic Selling and The New Conceptual Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success.


"Key insights into how to close more business and introduce winning sales systems to the entire organisation." In-Store Magazine "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 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 "Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results." Paul Wichman, vice president and senior division sales manager, Schwab Institution

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