| |
Review : "The quickest way to unravel the mysteries of successful large account management"
Patrick Thomas, Development Director for Global & Strategic Accounts, Aon Risk Services International
Description: The book that shows how to keep your most important customers. Whatever your company’s sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it takes to keep them going strong? The New Successful Large Account Management will show you. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling have put together a new version of this hard-hitting, no-nonsense book describing the unique process that will help to improve your most important business relationships. Now fully updated, this new edition is crammed with current 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, you will learn how to.
• Devise a strategic action plan for managing your key accounts • Manage them effectively and profitably • Build long-term relationships with clients • Improve competitive positions in important accounts • Move your relationship up the buy-sell hierarchy
Whatever business you’re in, whatever its size, The Successful Large Account Management shows you how to protect those crucial accounts that you can’t afford to lose.
The Miller Heiman Large Account Management Process (LAMP ®) is used successfully by some of the world’s largest companies.
Contents: Basic Principles: The new landscape of account management: eight lessons • Selecting the large account • A real-world example • Situation Appraisal: The buy-sell hierarchy • Preparing the ground • Strategic players • The account’s trends and opportunities • Your strengths and vulnerabilities • Situation appraisal summary • Strategic Analysis: Charter statement • Goals • Focus investments • Stop investments • Revenue targets • Pre-action overview • Execution: Actioning the strategy • Ninety-day review • The LAMP advantage • Epilogue : Your customer are your future : A case for Strategic account management by Lisa Napolitano • Index • About the authors • About Miller HeimanISBN - 9788175545366
|
| |
Pages : 224
|