Successful Large Account Management, 2/e (A State of the Art Process That Really Fills a Critical Need)

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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? Successful Large Account Management will show you how. The authors of the best-selling books The New Strategic Selling and the New Conceptual Selling have now put together a hard-hitting, no-nonsense book describing the unique process that will help to improve your most important business relationships. By following their 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 move your relationship up the buy-sell hierarchy. Whatever business you're in, whatever its size, Successful Large Account Management shows you how to protect those crucial accounts that you can't afford to lose.