The New Successful Large Account Management
Language: en
Pages: 230
Authors: Robert B. Miller
Categories: Business & Economics
Type: BOOK - Published: 2006 - Publisher: Kogan Page Publishers

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"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with w
The Seven Keys to Managing Strategic Accounts
Language: en
Pages: 225
Authors: Sallie Sherman
Categories: Business & Economics
Type: BOOK - Published: 2003-04-29 - Publisher: McGraw Hill Professional

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Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Acc
Successful Large Account Management
Language: en
Pages: 224
Authors: Robert Bruce Miller
Categories: Market segmentation
Type: BOOK - Published: 1991 - Publisher:

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Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers.
Major Account Sales Strategy
Language: en
Pages: 237
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 1989-01-01 - Publisher: McGraw Hill Professional

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An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competitio
The New Successful Large Account Management
Language: en
Pages: 272
Authors: Robert B. Miller
Categories: Business & Economics
Type: BOOK - Published: 2005-04-20 - Publisher: Grand Central Publishing

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For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, cha