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The New Successful Large Account Management

How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets

By: Robert B. Miller, Stephen E. Heiman, Tad Tuleja

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Paperback | 3 June 2011 | Edition Number 3

At a Glance

Paperback
192 Pages

Edition Type
Revised

Dimensions(cm)
22 x 15.5 x 1

Paperback

$96.75

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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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