Whatever a company's sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large Account Management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can't afford to lose. Based on the proven Miller Heiman Large Account Management Process, which is used successfully by some of the world's largest companies, it is crammed with examples of real success stories and proven strategies to keep customers coming back. By following the clearly defined and dynamic approach to the account planning process, readers will close more business and introduce winning sales systems into their organization.
Robert B Miller of Miller Heiman, a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years. Tad Tuleja is Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best-sellers, The New Strategic Selling and The New Conceptual Selling.
Chapter - 00: Introduction: Back to growth;
Section - ONE: Basic Principles;
Chapter - 01: The new landscape of account management: eight lessons;
Chapter - 02: Selecting the Large Account;
Chapter - 03: A real-world example;
Section - TWO: Situation Appraisal;
Chapter - 04: The Buy-Sell Hierarchy;
Chapter - 05: Preparing the ground;
Chapter - 06: Strategic Players;
Chapter - 07: The Account's Trends and Opportunities;