Successful Large Account Management
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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. 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.
Nákup knihy
Successful Large Account Management, Stephen E. Heiman, Tad Tuleja, Robert Bruce Miller
- Jazyk
- Rok vydání
- 1991
- Stav knihy
- Jako nová
- Cena
- 24 Kč
Doručení
Platební metody
2021 2022 2023
Navrhnout úpravu
- Titul
- Successful Large Account Management
- Jazyk
- anglicky
- Autoři
- Stephen E. Heiman, Tad Tuleja, Robert Bruce Miller
- Vydavatel
- Kogan Page
- Rok vydání
- 1991
- Vazba
- měkká
- ISBN10
- 0749414049
- ISBN13
- 9780749414047
- Kategorie
- Podnikání a ekonomie
- Anotace
- 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.