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The new successful large account management :

by Miller, Robert B.
Additional authors: Miller, Robert B. -- (Robert Bruce), -- 1931- | Heiman, Stephen E. | Tuleja, Tad, -- 1944- Successful large account management.
Edition statement:Rev. and updated. Published by : Warner Business Books, (New York :) Physical details: xvii, 253 p. ; 21 cm. ISBN:0446694665.
Subject(s): Selling -- Key accounts. | Market segmentation. | Marketing -- Key accounts.
Year: 2005
Online resources:
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Rev. ed. of: Successful large account management. Warner Books ed., c1991 (1992 printing).

Includes index.

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.

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