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Whatever your company`s sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong?
The New Successful Large Account Management shows you how to protect those crucial accounts that you can`t afford to lose. This hardhitting, nononsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to:
devise a strategic action plan for managing your key accounts
manage them effectively and profitably
build longterm relationships with clients
improve competitive positions in important accounts
move your relationship up the buysell hierarchy
About the Author
Robert B Miller brings almost forty years of experience in sales, consulting, and executing management to help clients succeed in sales arena. As a recognized expert in complex management, he is the coauthor of three bestselling business books Strategic Selling (1985), Conceptual Selling (1987), and Successful large Account Management (1991) which have been translated into seven languages. He is also the coauthor of a forth book, The 5 paths to Persuasion, published in 2004. He has built and managed several sales forces at national and international levels.
In early 1970s Miller developed the Strategic Selling programmes that be later incorporated into Miller Heiman, Inc. Prior to Miller Heiman Bob was VicePresident and General Manager of North American Operations for KepnerTregoe, Inc., a strategic consulting organization based in Princeton, New Jersey.
Stephen E Heiman rose in nineteen years from the level of National Account Slaesman for IBM (where he increased sales in all product areas by more than 35 per cent and was in the top 5 per cent for total sales and percentage quota) to Director of marketing at KepnerTregoe, to Executive VicePresident of North American van Lines. There he operated as General Manager of the $150 million Household Goods Division and, with full P&L responsibility, increased sales and profits by 36 percent in four years` time. In 1978 he joined Robert Miller as coprincipal and full partner in what became Miller Heiman, Inc.
Tad Tuleja, the author of thirtytwo books, Tad Tuleja has been associated with Miller Heiman Since 1985, when he collaborated on its first bestseller, Strategic Selling. Since then he has written three other Miller Heiman books, edited the company newsletter, Bestfew, and from 1997 to 2003 worked in marketing communications at Siebel Systems. Educated at Yale, Cornell, Sussex, and the University of Texas from which he holds a PhD in anthropology Tuleja directed the University of Massachusetts School of Management writing programme for four years. He has also taught at Baylor, Willamette, Colby, and Harvard, which awarded him a certificate of Distinction in teaching. He currently teaches expository writing at the University of Oklahoma
Table of Contents
Introduction: Back to growth
Part One: Bacis Principles
The new landscape of account management: eight lessons
Selecting the large Account
A realworld example
Part Two: Situation Appraisal
The BuySell Hierarchy
Preparing the ground
Strategic Players
The Account`s Tenders and Opportunities
Your Strengths and Vulnerabilities
Situation Appraisal summary
Part Three: Strategic Analysis
Character Statement
Goals
Focus Investments
Stop Investments
Revenue Targets
PreAction Overview
Part Four: Execution
Actioning the Strategy
NinetyDay Review
The LAMP advantage
Epilogue: Your customers are your future: a case for strategic account management by Lisa Napolitano
Index.ISBN
9780749462901
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Pages : 192
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