New Successful Large Account Management
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A01=Robert B Miller
A01=Stephen E Heiman
A01=Tad Tuleja
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Author_Robert B Miller
Author_Stephen E Heiman
Author_Tad Tuleja
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Category1=Non-Fiction
Category=KJM
Category=KJS
Category=KJSU
COP=United Kingdom
Delivery_Delivery within 10-20 working days
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eq_business-finance-law
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eq_nobargain
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Language_English
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Price_€20 to €50
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softlaunch
Product details
- ISBN 9780749462901
- Weight: 310g
- Dimensions: 156 x 235mm
- Publication Date: 03 Jun 2011
- Publisher: Kogan Page Ltd
- Publication City/Country: GB
- Product Form: Paperback
- Language: English
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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.
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.
