The new successful large account management :
|Item type||Current location||Call number||Status||Date due||Barcode|
|Books||658.8 M647 (Browse shelf)||Available||MEU-113646|
Browsing MEU Main Library Shelves Close shelf browser
Rev. ed. of: Successful large account management. Warner Books ed., c1991 (1992 printing).
Introduction : back to growth -- The new landscape of account management : eight lessons -- Selecting the large account -- A real world example -- The buy-sell hierarchy -- Preparing the ground -- Strategic players -- The account's trends and opportunities -- Your strengths and vulnerabilities -- Situation appraisal summary -- Charter statement -- Goals -- Focus investments -- Stop investments -- Revenue targets -- A pre-action overview -- Actioning the strategy -- Ninety-day review -- The LAMP advantage.