EAN: 9780749462901

MILLER ROBERT B - GEBRAUCHT THE NEW SUCCESSFUL ...

Whatever your company's sales revenue  chances are that at least half of it comes from a few
crucial accounts. So what does it take to keep them going strong? The New Successful Large
Account Management shows you how to protect those crucial accounts that you can't afford to
lose. This hard-hitting  no-nonsense book describes a unique process that will help to improve
your most important business relationships and is crammed with current examples of real success
stories and proven strategies to keep your customers coming back. By following the clearly
defined and dynamic approach to the account planning process  you will learn how to devise a
strategic action plan for managing your key accounts  manage them effectively and profitably 
build long-term relationships with clients  improve competitive positions in important accounts
and move your relationship up the buy-sell hierarchy.

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