The New Successful Large Account Management
Maintaining and Growing Your Most Important Assets--Your Customers Revised edition
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New Successful Large Account Management by Robert B. Miller
Book DescriptionFor the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!
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Book DetailsISBN: 9780446694667
(203mm x 134mm x 19mm)
Imprint: Warner Books
Publisher: Little, Brown & Company
Publish Date: 1-Apr-2005
Country of Publication: United States
Books By Author Robert B. Miller
New Strategic Selling, Paperback (June 2011)
Rejecting manipulative tactics and emphasizing "process", this book presents the idea of selling as a joint venture and introduces the influential concept of 'Win-Win'.
New Conceptual Selling, Paperback (June 2011)
Offers practical lessons that broke down the boundaries of traditional product-pitch selling. Based on the world-renowned Miller Heiman sales training programme, this title teaches you how to identify your customer's real needs, tailor sales you make to one specific client and earn and maintain your credibility.
5 Paths to Persuasion, Paperback (May 2007)» View all books by Robert B. Miller
To succeed in business world of tough and fast decision-makers, how a statement is made can be more important than what it says. Even the best ideas face resistance and rejection. Whether it be a proposal or a business plan, this title unlocks the secrets of persuasion necessary to present any kind of idea successfully.
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