The New Successful Large Account Management
The authors of The New Stategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships.
'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships.
By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.
REVIEWS :“Key insights into how to close more business and introduce
winning sales systems to the entire organisation.”
In-Store Magazine
"With limited resources and increasing competition, managing
strategic accounts requires a focused strategy, plan, and process.
Developed collaboratively with world-class sales forces, the Large
Account Management Process provides an enduring framework for protecting
and growing your most important customer relationships."
Damon Jones, COO, Miller Heiman, Inc.
"The Large Account Management Process has implemented a discipline
that allows people to work together and communicate, setting strategies
and sales goals that benefit both our customers and our own company."
Joseph L Cash, senior vice president of sales, Equifax Corporation
"Miller Heiman's Large Account Management Process delivers a
disciplined process for gathering the information required to really
understand the trends impacting our largest clients. This critical
information defines the strategies that provide long-term customer value
and drive consistently superior business results."
Paul Wichman, vice president and senior division sales manager, Schwab
Institution
Paperback, 224 Pages, Dimensions 234 x 153 MM Language English.
The New Landscape of Account Management;
Selecting the Large Account;
A Real-World Example;
The Buy-Sell Hierarchy;
Preparing the Ground;
strategic Players;
The Accounts Trends and Opportunities;
Your Strengths and Vulnerabilities;
Situation Appraisal Summary;
Charter Statement;
Goals;
Focus Investments;
Stop Investments;
Revenue Targets;
Pre-Action Overview;
Actioning the Strategy;
Ninety-Day Review;
The LAMP Advantage.
Robert B Miller 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 New Strategic Selling.
Stephen E Heiman 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 he 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.
Tad Tuleja, Miller Heiman, Inc's staff writer, has co-written five MHI books, including the original Strategic Selling (available from Kogan Page). Among his nearly 30 other books is Beyond the Bottom Line, a study of business ethics.
From 1987 to 1991 he 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.