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The New Successful Large Account Management

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The New Successful Large Account Management

The New Successful Large Account Management Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Kogan Page Publishers
Release : 2006
ISBN : 9780749445010
Language : En, Es, Fr & De

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Book Description :

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." - Damon Jones, COO, Miller Heiman, Inc. "The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." - Joseph L Cash, senior vice president of sales, Equifax Corporation "Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results." - Paul Wichman, vice president and senior division sales manager, Schwab Institution 'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

The New Successful Large Account Management

The New Successful Large Account Management Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Release : 2005-04-20
ISBN : 9780446694667
Language : En, Es, Fr & De

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Book Description :

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, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!

Successful Large Account Management

Successful Large Account Management Book
Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Henry Holt
Release : 1991
ISBN : 9780805013047
Language : En, Es, Fr & De

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Book Description :

Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

Successful Global Account Management

Successful Global Account Management Book
Author : Kevin Wilson,Nick Speare,Samuel J. Reese,Miller Heiman, Inc
Publisher : Kogan Page Publishers
Release : 2002
ISBN : 9780749436049
Language : En, Es, Fr & De

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Book Description :

While the concept of Global Account Management (GAM) is not new, there are numerous differences, both subtle and overt, between it and the conventional management of overseas accounts. So what are the differences? How should we define GAM? And how can companies ensure that their global accounts are managed successfully? These are just some of the many key issues addressed in Successful Global Account Management. Drawing on the finding of a number of international research projects, as well as their own experience as practitioners and consultants, the authors unravel the complexities of GAM. They introduce a wide range of case examples that clearly illustrate how many of the world's leading companies have addressed the challenges inherent in GAM. They also provide models, processes and implementation guidelines that will give any manager unique insights into all the major themes and issues directly related to achieving GAM effectiveness, including: - What is a global account manager - How to set up and manage a global program and team - Negotiating global agreements - Managing global supply chains - Leveraging knowledge - Reconciling global/local interests - Putting the GAM strategy into practice Successful Global Account Management will provide any manager responsible for implementing a GAM program with a range of tools for success. It will also show CEOs and senior management the strategic importance of GAM in relation to their organization's overall business objectives. About Miller Heiman Miller Heiman, Inc. is a leading developer and provider of strategic sales process solutions for sales professionals around the world. It has pioneered several highly respected sales-process programs, including Strategic Selling®, Conceptual Selling®, Large Account Management Process (LAMP)®, Manager's Coaching and Channel Partner Management. Many large companies, such as Marriott Corporation, Dow Chemical, PricewaterhouseCoopers and Wells Fargo have implemented these processes.

The New Conceptual Selling

The New Conceptual Selling Book
Author : Stephen E. Heiman,Diane Sanchez,Robert B. Miller,Tad Tuleja
Publisher : Taylor & Francis US
Release : 2004
ISBN : 9780749441319
Language : En, Es, Fr & De

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Book Description :

"Conceptual Selling" is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. This edition is based on the Miller Heiman training programme. The process is non-manipulative and puts the emphasis on the customer's needs by careful planning and preparation.;The book guides the reader through the key stages in the process: understanding why people buy; gatering customer information; getting to win-win; getting started - the sales call; evaluation; how to sell; and beyond the close.

The 5 Paths to Persuasion

The 5 Paths to Persuasion Book
Author : Robert B. Miller,Alden M. Hayashi,Gary A. Williams
Publisher : Kogan Page Publishers
Release : 2007-05
ISBN : 9780749449940
Language : En, Es, Fr & De

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Book Description :

To succeed in today's business world of tough and fast decision-makers, how a statement is made can be more important than what it says. Even the best ideas face resistance and rejection, as all too often people make the mistake of focusing solely on the content of their proposal and giving little thought to the way they will deliver it. In a two-year survey, customer research experts Miller and Williams studied 1,700 executives and discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. They reveal the five different types of decision maker, including Charismatics, Thinkers, Sceptics, Followers, and Controllers and show how to best sell ideas to each. Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion necessary to present any kind of idea successfully.

The New Strategic Selling

The New Strategic Selling Book
Author : Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
Publisher : Kogan Page Publishers
Release : 2004
ISBN : 9780749441302
Language : En, Es, Fr & De

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Book Description :

`Efficient, professional... the finest high-level training programme I have ever seen... a mini-MBA in how to sell national accounts.` Henry J Cockerill, former Senior Vice President, USA Fountain Sales, COCA-COLA Company `Even more timely and effective today than when we first adopted it in 1986.` Gary Hardy, Global Leader of Sales Education and Development, The Dow Chemical Company The book that sparked a selling revolution... In 1985 one book changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing "process", Strategic Selling® presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate, and it helped to turn Miller Heiman, the small company that created Strategic Selling®, into a global leader in sales and development with the most prestigious client list in the industry. The New Strategic Selling is the latest edition of the business classic and confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop.

Key Account Management

Key Account Management Book
Author : Joel Le Bon,Carl Herman
Publisher : Unknown
Release : 2015-03
ISBN : 9781631571749
Language : En, Es, Fr & De

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Book Description :

Now more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service and the expertise of a dedicated sales team. Suppliers must make difficult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts, while also delivering value to both customer and supplier. Through the introduction of the selling center concept, the text offers sound, experiential solutions to better managing the buying center, resulting in co-creating value for both organizations. The objective of key account management is to increase the value of the relationship to the stakeholders of both organizations. To achieve this value optimization, the authors have integrated the processes/objectives/planning of key account management and sales effectiveness while leveraging information, technology, and relationships. To this end, this text provides direct, action-oriented answers to the following key questions: When should a key account program be implemented and when should it not? How does one align key customer and supplier interests? How is value co-created for key customers and suppliers? How can complex customer and supplier processes be streamlined to better integrate the buying center with the selling center? How should customer relationship management technology be used for co-creation of collaborative value? How can key account programs maintain and grow market leadership? By leveraging the most up-to-date research, testimonials drawn from interviews with experienced practitioners, the best practices of successful companies, along with straightforward practical guidelines for executives and sales leaders, this text can serve as instruction manual and toolbox for organizations working to achieve success through their key account strategies and meet the demand of their key customers.

The Trusted Advisor

The Trusted Advisor Book
Author : David H. Maister,Robert Galford,Charles Green
Publisher : Simon and Schuster
Release : 2012-12-11
ISBN : 147110964X
Language : En, Es, Fr & De

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Book Description :

Beside talent and a sterling portfolio, what can world-class consultants like Deloitte & Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable "Trusted Advisor" model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it's all about the vital ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of the decade.

National Account Management

National Account Management Book
Author : Benson P. Shapiro,Rowland T. Moriarty
Publisher : Unknown
Release : 1982
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download National Account Management book written by Benson P. Shapiro,Rowland T. Moriarty, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

The Oxford Handbook of Strategic Sales and Sales Management

The Oxford Handbook of Strategic Sales and Sales Management Book
Author : David W. Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. Piercy
Publisher : OUP Oxford
Release : 2012-11-22
ISBN : 0191641758
Language : En, Es, Fr & De

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Book Description :

The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.

Key Account Management and Planning

Key Account Management and Planning Book
Author : Noel Capon
Publisher : Simon and Schuster
Release : 2002-06-15
ISBN : 0743215443
Language : En, Es, Fr & De

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Book Description :

The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition. Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.

Management

Management Book
Author : Arthur G. Bedeian
Publisher : Unknown
Release : 1993-01
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download Management book written by Arthur G. Bedeian, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Global Account Management

Global Account Management Book
Author : Peter Cheverton
Publisher : Kogan Page Publishers
Release : 2008-01-03
ISBN : 0749460172
Language : En, Es, Fr & De

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Book Description :

Global Account Management explains the significant challenges of establishing a global account strategy and guides you through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global clients. It shows you the issues you need to consider from the point of view of both your customers and your company's internal structure. Author Peter Cheverton - an expert practitioner and teacher of account management - highlights the difference between an international company operating in different markets and one that can be considered as truly global. He reveals that, to operate accounts globally, you need to understand whether your client has consistent needs across different countries; possesses a global operational structure; and has the ability to implement global decisions. He then details the factors critical to your successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous - Global Account Management gives you the information and insight you need to establish the best long-term relationships with your biggest clients, and - most importantly of all - secure the future success of your company. Global Account Management is an essential guide for business directors, sales and marketing directors, and global account managers.

Industrial Marketing

Industrial Marketing Book
Author : Anonim
Publisher : Unknown
Release : 1979
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download Industrial Marketing book written by , available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

MCSA 70 687 Cert Guide

MCSA 70 687 Cert Guide Book
Author : Don Poulton,Randy Bellet,Harry Holt
Publisher : Pearson IT Certification
Release : 2014-08-23
ISBN : 0133410420
Language : En, Es, Fr & De

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Book Description :

This is the eBook version of the print title. Note that the eBook does not provide access to the practice test software that accompanies the print book. ¿ Learn, prepare, and practice for MCSA 70-687 exam success with this Cert Guide from Pearson IT Certification, a leader in IT certification. Master MCSA 70-687 exam topics for Windows 8.1 configuration Assess your knowledge with chapter-ending quizzes Review key concepts with exam preparation tasks MCSA 70-687 Cert Guide: Configuring Microsoft® Windows 8.1 is a best-of-breed exam study guide. Best-selling authors and expert instructors Don Poulton, Randy Bellet, and Harry Holt share preparation hints and test-taking tips, helping you identify areas of weakness and improve both your conceptual knowledge and hands-on skills. Material is presented in a concise manner, focusing on increasing your understanding and retention of exam topics. ¿ The book presents you with an organized test preparation routine through the use of proven series elements and techniques. Exam topic lists make referencing easy. Chapter-ending Exam Preparation Tasks help you drill on key concepts you must know thoroughly. Review questions help you assess your knowledge, and a final preparation chapter guides you through tools and resources to help you craft your final study plan. ¿ Well-regarded for its level of detail, assessment features, and challenging review questions and exercises, this study guide helps you master the concepts and techniques that will enable you to succeed on the exam the first time. ¿ The study guide helps you master all the topics on the MCSA 70-687 exam, including the following: Windows 8.1 introduction Hardware readiness and compatibility Installation and upgrades, including VHDs Migrating users, profiles, and applications Configuring devices and device drivers Installing, configuring, and securing applications Configuring Internet Explorer Configuring Hyper-V virtualization Configuring TCP/IP, network settings, and network security Configuring and securing access to files and folders, including OneDrive and NFC Configuring local security, authentication, and authorization Configuring remote connections and management Configuring and securing mobile devices Configuring Windows Updates Managing disks, backups, and system/file recovery Managing/monitoring system performance ¿

Simply Marketing Communications

Simply Marketing Communications Book
Author : Chris Fill
Publisher : Pearson Education
Release : 2006
ISBN : 9780273704058
Language : En, Es, Fr & De

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Book Description :

This title seeks to provide a suitably consistant appraisal of the ever-expanding world of marketing communications. The two main themes running through the text concern relationship marketing and integrated communications.

Cases in Advertising and Marketing Management

Cases in Advertising and Marketing Management Book
Author : Edd Applegate,Art Johnsen
Publisher : Rowman & Littlefield Publishers
Release : 2006-10-12
ISBN : 074257265X
Language : En, Es, Fr & De

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Book Description :

Online Instructor Manual (login required) Creative Brief Form (Figure 8.1) (pdf file) Students of advertising and marketing management learn many concepts and theories in their foundational courses, but real-world experiences are invaluable to understanding the decision-making process. Cases in Advertising and Marketing Management offers students the opportunity to apply what they have learned in previous courses to realistic situations from the business world. The authors, a professor of advertising and an advertising agency executive, draw on their practical experiences with everyday challenges_ranging from budgets, electronic marketing, IMC, and account strategy to agency politics, overdue client payments, and ethical dilemmas. Each of the forty cases focuses on a contemporary problem or issue for students to identify and analyze, followed by discussion questions to help them work through the case toward a reasonable solution. The final chapters review important themes from the cases and look at several types of advertising and marketing positions often found in agencies or companies. Appropriate for upper-level or capstone courses in advertising and marketing management, this provocative, highly readable text provides students with insight into the situations they will face in their future careers and helps them develop valuable skills for solving problems and making sound decisions.

Accounting Articles

Accounting Articles Book
Author : Commerce Clearing House
Publisher : Unknown
Release : 1975
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download Accounting Articles book written by Commerce Clearing House, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

The Relationship Manager

The Relationship Manager Book
Author : Tony Davis,Richard Pharro
Publisher : Gower Publishing, Ltd.
Release : 2003
ISBN : 9780566084638
Language : En, Es, Fr & De

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Book Description :

This book deals with a new role - the Relationship Manager - and has been written to fill the gap between technical and business aspects of successful project delivery.