Successful Large Account Management
Successful Large Account Management by Robert Bruce Miller, published by Kogan Page in 1994, is a practical guide aimed at sales professionals seeking to enhance their account planning processes. This edition, written in English and spanning 224 pages, presents a structured approach to effectively managing key customers, drawing on concepts from the authors’ Large Account Management Programme (LAMP).
Readers will find strategies for implementing action plans tailored to key accounts, managing limited resources, and fostering long-term client relationships. The book emphasizes the importance of identifying the right contacts and activating appropriate communication channels, providing a comprehensive framework for improving sales effectiveness in the business and finance sectors.
Official synopsis Publisher
Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors’ sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement an action plan for the management of a key account, how to manage limited resources, how to build long-term relationships with clients and how to identify the right contacts and activate proper channels of communication.
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