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Successful Large Account Management
     

Successful Large Account Management

by Robert Bruce Miller
 

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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 revenues come from a few crucial accounts. What does it take to keep them going strong? The authors of Strategic Selling and Conceptual

Overview

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 revenues come from a few crucial accounts. What does it take to keep them going strong? The authors of Strategic Selling and Conceptual Selling have put together a hard-hitting, non-nonsense book of techniques to improve your most important business relationships.

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 team and a LAMP 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!

Product Details

ISBN-13:
9780805013047
Publisher:
Holt, Henry & Company, Inc.
Publication date:
05/28/1991
Edition description:
REV
Pages:
240
Product dimensions:
6.29(w) x 9.33(h) x 0.85(d)

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