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Successful Large Account Management

Successful Large Account Management

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  • ISBN:9780749441326
  • Editorial: Kogan Page
  • Fecha de la edición:
  • Número de la edición: 2
  • Encuadernación:
  • Dimensiones: 0 cm x 0 cm
  • Nº Pág.:204
  • Idiomas:Ingles,Inglés

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Whatever a company's sales revenues, there's a strong chance that at least half of it comes from a few crucial accounts. This book shows how to keep them strong. Based on the Miller Heiman LAMP training programme, this dynamic approach to account planning shows how to: devise a strategic action plan for managing key accounts; manage accounts effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts; and move the relationship up the buy-sell hierarchy

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