An edition of The new successful large account management
(2005)
The new successful large account management
maintaining and growing your most important assets--your customers
Rev. and updated.
by Miller, Robert B.
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Last edited by Open Library Bot
December 4, 2010 | History
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Subjects
Key accounts, Market segmentation, Marketing, Selling| Edition | Availability |
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1
The new successful large account management: maintaining and growing your most important assets--your customers
2005, Warner Business Books
in English
- Rev. and updated.
0446694665 9780446694667
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Book Details
Table of Contents
Introduction : 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.
Edition Notes
Rev. ed. of: Successful large account management. Warner Books ed., c1991 (1992 printing).
Includes index.
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| December 4, 2010 | Edited by Open Library Bot | Added subjects from MARC records. |
| April 28, 2010 | Edited by Open Library Bot | Linked existing covers to the work. |
| December 10, 2009 | Created by WorkBot | add works page |