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The New Successful Large Account Management: Maintaining and Growing Your Most
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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers Paperback - 2005

by Robert B. Miller; Stephen E. Heiman; Tad Tuleja

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From the publisher

For 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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  • Title The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers
  • Author Robert B. Miller; Stephen E. Heiman; Tad Tuleja
  • Binding Paperback
  • Edition Rev Upd
  • Pages 272
  • Volumes 1
  • Language ENG
  • Publisher Grand Central Publishing
  • Publication date 2005-04-20
  • Illustrated Yes
  • Features Illustrated, Index, Table of Contents
  • ISBN 9780446694667 / 0446694665
  • Weight 0.56 lbs (0.25 kg)
  • Dimensions 7.98 x 5.27 x 0.74 in (20.27 x 13.39 x 1.88 cm)
  • Category Business / Economics / Finance
  • Library of Congress subjects Market segmentation, Selling - Key accounts
  • Library of Congress Catalogue Number 2004023694
  • Dewey Decimal Code 658.810
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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets...
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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

by Miller, Robert B., Heiman, Stephen E., Tuleja, Tad

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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

by Miller, Robert B.; Heiman, Stephen E.; Tuleja, Tad; Thomas, Patrick [Contributor]

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The New Successful Large Account Management : Maintaining and Growing Your Most Important Assets -- Your Customers

by Robert B. Miller; Stephen E. Heiman; Tad Tuleja

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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

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