The new successful large account management
Subtitle: maintaining and growing your most important assets--your customers
By: Robert B. Miller and Stephen E. Heiman, with Tad Tuleja ; [foreward by Patrick Thomas].
Contributors: Miller, Robert B. 1931-; Heiman, Stephen E.; Tuleja, Tad, 1944- Successful large account management.
Edition: Rev. and updated.
Publisher: Warner Business Books
Published: 2005
Place of publication: New York
Language: eng
Number of pages: 253
Subjects: Selling -- Key accounts; Market segmentation; Marketing -- Key accounts
Notes: Rev. ed. of: Successful large account management. Warner Books ed., c1991 (1992 printing).
Includes index.
Table of contents: title: Introduction : back to growth; title: The new landscape of account management : eight lessons; title: Selecting the large account; title: A real world example; title: The buy-sell hierarchy; title: Preparing the ground; title: Strategic players; title: The account's trends and opportunities; title: Your strengths and vulnerabilities; title: Situation appraisal summary; title: Charter statement; title: Goals; title: Focus investments; title: Stop investments; title: Revenue targets; title: A pre-action overview; title: Actioning the strategy; title: Ninety-day review; title: The LAMP advantage.