The New Successful Large Account Management

How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets
3. Auflage 2011
ISBN: 978-0-7494-6290-1
Verlag: Kogan Page

Buch, Englisch, 192 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 304 g

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.

Autoren/Hrsg.

Miller, Robert B

Heiman, Stephen E

Tuleja, Tad

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

• • Chapter - 00: Introduction: Back to growth;
• Section - ONE: Basic Principles;
• • Chapter - 01: The new landscape of account management: eight lessons;
  • Chapter - 02: Selecting the Large Account;
  • Chapter - 03: A real-world example;
• Section - TWO: Situation Appraisal;
• • Chapter - 04: The Buy-Sell Hierarchy;
  • Chapter - 05: Preparing the ground;
  • Chapter - 06: Strategic Players;
  • Chapter - 07: The Account’s Trends and Opportunities;
  • Chapter - 08: Your Strengths and Vulnerabilities;
  • Chapter - 09: Situation Appraisal summary;
• Section - THREE: Strategic Analysis;
• • Chapter - 10: Charter Statement;
  • Chapter - 11: Goals;
  • Chapter - 12: Focus Investments;
  • Chapter - 13: Stop Investments;
  • Chapter - 14: Revenue Targets;
  • Chapter - 15: Pre-Action Overview;
• Section - FOUR: Execution;
• • Chapter - 16: Actioning the strategy;
  • Chapter - 17: Ninety-Day Review;
  • Chapter - 18: The LAMP® advantage

Über Autor(innen)

Miller, Robert B
<b>Robert B Miller</b> 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 <i><b>The New Strategic Selling</b></i>.

Tuleja, Tad
<p><b>Tad Tuleja </b>is staff writer at Miller Heiman Inc, and has co-written five MHI books, including the original <i><b>Strategic Selling</b></i> (published by Kogan Page). Among his nearly 30 other books is <i>Beyond the Bottom Line</i>, a study of business ethics.

From 1987 to 1991, <b>Tad Tuleja </b>directed the School of Management writing programme at the University of Massachusetts at Amherst. He has also completed a PhD in anthropology at the University of Austin.</p>

Heiman, Stephen E
<p><b>Stephen E Heiman</b> has worked in sales development for over 30 years. In the 1970s, as an IBM national account salesman, he increased sales by over 35 per cent and was in the top 5 per cent for total sales and percentage quota. He continued his success at Kepner-Tregoe as Director of Marketing and at North American Van Lines where, in four years as executive vice president, he increased sales and profits by 36 per cent.

In 1978 <b>Stephen E Heiman</b> joined partner Robert B Miller in the company that became Miller Heiman, Inc. Heiman retired in 1988 as MHI president and CEO; he then served as the company's chairman of the board.</p>

Robert B Miller of Miller Heiman, a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years. Tad Tuleja is Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best-sellers, The New Strategic Selling and The New Conceptual Selling.