Successful Large Account Management

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Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement an action plan for the management of a key account, how to manage limited resources, how to build long-term relationships with clients and how to identify the right contacts and activate proper channels of communication.

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Successful Large Account Management, Stephen E. Heiman, Tad Tuleja, Robert Bruce Miller

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Année de publication: 1991
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Titre: Successful Large Account Management
Langue: Anglais
Auteurs: Stephen E. Heiman, Tad Tuleja, Robert Bruce Miller
Éditeur: Kogan Page
Publié: 1991
Format: souple
ISBN10: 0749414049
ISBN13: 9780749414047
Mots clés: Affaires et économie, Commerce et vente
Évaluation: 4 sur 5
Description: Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement an action plan for the management of a key account, how to manage limited resources, how to build long-term relationships with clients and how to identify the right contacts and activate proper channels of communication.