The new successful large account management : how to hold on to your most important customers and turn them into long-term assets/ Robert B. Miller and Stephen E. Heiman, with Tad Tuleja.
By: Miller, Robert B. (Robert Bruce).
Contributor(s): Heiman, Stephen E | Miller, Robert B. (Robert Bruce) | Tuleja, Tad.
London : Kogan Page, 2011Edition: Revised third edition.Description: xvii, 178 p. ; 21 cm.ISBN: 9780749462901.Subject(s): Market segmentation | Marketing -- Key accounts | Selling -- Key accountsGenre/Form: Print books.Online resources: Table of contents | Publisher description| Current location | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|
| On Shelf | HF5438.8.K48 M56 2011 (Browse shelf) | Available | AU0000000003396 |
Includes index.
Introduction : back to growth -- The new landscape of account management : eight lessons -- Selecting the large account -- A real world example -- The buy-sell hierarchy -- Preparing the ground -- Strategic players -- The account's trends and opportunities -- Your strengths and vulnerabilities -- Situation appraisal summary -- Charter statement -- Goals -- Focus investments -- Stop investments -- Revenue targets -- A pre-action overview -- Actioning the strategy -- Ninety-day review -- The LAMP advantage.