Dekorationsartikel gehören nicht zum Leistungsumfang.
Sprache:
Englisch
34,40 €*
Versandkostenfrei per Post / DHL
auf Lager, Lieferzeit 4-7 Werktage
Kategorien:
Beschreibung
Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? The New Successful Large Account Management shows you how to protect those crucial accounts that you can't afford to lose.
This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts and move your relationship up the buy-sell hierarchy.
This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts and move your relationship up the buy-sell hierarchy.
Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? The New Successful Large Account Management shows you how to protect those crucial accounts that you can't afford to lose.
This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts and move your relationship up the buy-sell hierarchy.
This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts and move your relationship up the buy-sell hierarchy.
Über den Autor
Robert B Miller, Stephen E Heiman, Tad Tuleja
Inhaltsverzeichnis
Chapter - 00: Introduction: Back to growth; Section - ONE: Basic Principles; Chapter - 01: The new landscape of account management: eight lessons; Chapter - 02: Selecting the Large Account; Chapter - 03: A real-world example; Section - TWO: Situation Appraisal; Chapter - 04: The Buy-Sell Hierarchy; Chapter - 05: Preparing the ground; Chapter - 06: Strategic Players; Chapter - 07: The Account's Trends and Opportunities; Chapter - 08: Your Strengths and Vulnerabilities; Chapter - 09: Situation Appraisal summary; Section - THREE: Strategic Analysis; Chapter - 10: Charter Statement; Chapter - 11: Goals; Chapter - 12: Focus Investments; Chapter - 13: Stop Investments; Chapter - 14: Revenue Targets; Chapter - 15: Pre-Action Overview; Section - FOUR: Execution; Chapter - 16: Actioning the strategy; Chapter - 17: Ninety-Day Review; Chapter - 18: The LAMP® advantage
Details
| Erscheinungsjahr: | 2011 |
|---|---|
| Fachbereich: | Betriebswirtschaft |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9780749462901 |
| ISBN-10: | 0749462906 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: |
Miller, Robert B.
Heiman, Stephen E. Tuleja, Tad |
| Auflage: | 3. Auflage |
| Hersteller: | Kogan Page |
| Verantwortliche Person für die EU: | Produktsicherheitsverantwortliche/r, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
| Maße: | 233 x 154 x 15 mm |
| Von/Mit: | Robert B. Miller (u. a.) |
| Erscheinungsdatum: | 03.06.2011 |
| Gewicht: | 0,315 kg |
Über den Autor
Robert B Miller, Stephen E Heiman, Tad Tuleja
Inhaltsverzeichnis
Chapter - 00: Introduction: Back to growth; Section - ONE: Basic Principles; Chapter - 01: The new landscape of account management: eight lessons; Chapter - 02: Selecting the Large Account; Chapter - 03: A real-world example; Section - TWO: Situation Appraisal; Chapter - 04: The Buy-Sell Hierarchy; Chapter - 05: Preparing the ground; Chapter - 06: Strategic Players; Chapter - 07: The Account's Trends and Opportunities; Chapter - 08: Your Strengths and Vulnerabilities; Chapter - 09: Situation Appraisal summary; Section - THREE: Strategic Analysis; Chapter - 10: Charter Statement; Chapter - 11: Goals; Chapter - 12: Focus Investments; Chapter - 13: Stop Investments; Chapter - 14: Revenue Targets; Chapter - 15: Pre-Action Overview; Section - FOUR: Execution; Chapter - 16: Actioning the strategy; Chapter - 17: Ninety-Day Review; Chapter - 18: The LAMP® advantage
Details
| Erscheinungsjahr: | 2011 |
|---|---|
| Fachbereich: | Betriebswirtschaft |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9780749462901 |
| ISBN-10: | 0749462906 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: |
Miller, Robert B.
Heiman, Stephen E. Tuleja, Tad |
| Auflage: | 3. Auflage |
| Hersteller: | Kogan Page |
| Verantwortliche Person für die EU: | Produktsicherheitsverantwortliche/r, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
| Maße: | 233 x 154 x 15 mm |
| Von/Mit: | Robert B. Miller (u. a.) |
| Erscheinungsdatum: | 03.06.2011 |
| Gewicht: | 0,315 kg |
Sicherheitshinweis
Ähnliche Produkte
Taschenbuch
Taschenbuch
Taschenbuch
Lieferzeit 1-2 Wochen
Taschenbuch
Box
Buch
Taschenbuch
Taschenbuch
Buch
Taschenbuch
Lieferzeit 4-7 Werktage