The New Successful Large Account Management: How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets

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 Large Account Management Process, which is used successfully by some of the world's largest companies, it is crammed with 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, readers will close more business and introduce winning sales systems into their organization.

Authors: Robert B. Miller, Stephen E. Heiman, Tad Tuleja

Format: Paperback

Pages: 192

ISBN-13: 9780749462901

Publication date: 20110603