MARC Record from Library of Congress

LEADER: 01752cam a22003134a 4500
001 2004023694
003 DLC
005 20090625132236.0
008 041006s2005 nyu 001 0 eng
010 $a 2004023694
020 $a0446694665
040 $aDLC$cDLC$dDLC
050 00 $aHF5438.8.K48$bM56 2005
082 00 $a658.8/102$222
100 1 $aMiller, Robert B.$q(Robert Bruce),$d1931-
245 14 $aThe new successful large account management :$bmaintaining and growing your most important assets--your customers /$cRobert B. Miller and Stephen E. Heiman, with Tad Tuleja ; [foreward by Patrick Thomas].
250 $aRev. and updated.
260 $aNew York :$bWarner Business Books,$c2005.
300 $axvii, 253 p. ;$c21 cm.
500 $aRev. ed. of: Successful large account management. Warner Books ed., c1991 (1992 printing).
500 $aIncludes index.
505 0 $aIntroduction : back to growth -- The new landscape of account management : eight lessons -- Selecting the large account -- A real world example -- The buy-sell hierarchy -- Preparing the ground -- Strategic players -- The account's trends and opportunities -- Your strengths and vulnerabilities -- Situation appraisal summary -- Charter statement -- Goals -- Focus investments -- Stop investments -- Revenue targets -- A pre-action overview -- Actioning the strategy -- Ninety-day review -- The LAMP advantage.
650 0 $aSelling$xKey accounts.
650 0 $aMarket segmentation.
650 0 $aMarketing$xKey accounts.
700 1 $aMiller, Robert B.$q(Robert Bruce),$d1931-
700 1 $aHeiman, Stephen E.
700 1 $aTuleja, Tad,$d1944- Successful large account management.
856 41 $3Table of contents$uhttp://www.loc.gov/catdir/toc/ecip052/2004023694.html