The New Successful Large Account Management - How To Hold Onto Your Most Important Customers And Turn Them Into Long-Term Assets

"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'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.