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Successful large account management : how to hold on to your most important customers and turn them into long-term assets (4th ed)

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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.

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Product Details
Kogan Page Ltd
0749462906 / 9780749462901
Paperback / softback
658.812
03/06/2011
United Kingdom
English
240 p.
24 cm
Previous ed.: published as The new successful large account management. 2005.