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The new successful large account management
Paperback
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- Book Synopsis
- Whatever a company's sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large Account Management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can't afford to lose. Based on the proven Miller Heiman Large Account Management Process, which is used successfully by some of the world's largest companies, it is crammed with 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, readers will close more business and introduce winning sales systems into their organization.
- About The Author
- Robert B Miller is co-founder of Miller-Williams Inc., which has developed patented research methods that provide accurate measurements of how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of the original co-founders of Miller-Heiman and also co-author of the best-selling The New Strategic Selling.
- Product Details
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- ISBN
- 9780749462901
- Format
- Paperback
- Publisher
- KoganPage, (03 June 2011)
- Number of Pages
- 178
- Weight
- 310 grams
- Language
- English
- Dimensions
- 235 x 156 x 12 mm
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