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9780446694667

The New Successful Large Account Management Maintaining and Growing Your Most Important Assets -- Your Customers

by ; ; ;
  • ISBN13:

    9780446694667

  • ISBN10:

    0446694665

  • Edition: Revised
  • Format: Paperback
  • Copyright: 2005-04-20
  • Publisher: Grand Central Publishing

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Summary

Maintaining and Growing Your Most Important AssetsYour Customers Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? A hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated withexamples of recent success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in real time. Discover: The long view: Studying and really understanding your companyand your customers businesscan mean years of selling success Lamp Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent, external assets Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever

Table of Contents

Foreword by Patrick Thomas vii
Acknowledgments xi
Introduction: Back to Growth xiii
Part I: Basic Principles
CHAPTER 1. The New Landscape of Account Management: Eight Lessons
3(13)
CHAPTER 2. Selecting the Large Account
16(16)
CHAPTER 3. A Real-World Example
32(9)
Part II: Situation Appraisal
CHAPTER 4. The Buy-Sell Hierarchy
41(24)
CHAPTER 5. Preparing the Ground
65(12)
CHAPTER 6. Strategic Players
77(12)
CHAPTER 7. The Account's Trends and Opportunities
89(11)
CHAPTER 8. Your Strengths and Vulnerabilities
100(12)
CHAPTER 9. Situation Appraisal Summary
112(9)
Part III: Strategic Analysis
CHAPTER 10. Charter Statement
121(16)
CHAPTER 11. Goals
137(13)
CHAPTER 12. Focus Investments
150(9)
CHAPTER 13. Stop Investments
159(16)
CHAPTER 14. Revenue Targets
175(12)
CHAPTER 15. Pre-Action Overview
187(10)
Part IV: Execution
CHAPTER 16. Actioning the Strategy
197(14)
CHAPTER 17. Ninety-Day Review
211(9)
CHAPTER 18. The LAMP Advantage
220(5)
EPILOGUE Your Customers Are Your Future: A Case for Strategic Account Management by Lisa Napolitano 225(14)
Index 239(10)
About the Authors 249(2)
About Miller Heiman 251

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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