Description
Provides guidance on devising a strategic action plan for managing key accounts Helps practitioners build long-term relationships with clients, managing them effectively and profitably Addresses how to improve competitive positions in important accounts and move the relationship up the buy-sell hierarchy "Key insights into how to close more business and introduce winning sales systems to the entire organisation." In-Store Magazine
About the Author
Robert B Miller of Miller Heiman, a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years. Tad Tuleja is Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best-sellers, The New Strategic Selling and The New Conceptual Selling.
Book Information
ISBN 9780749462901
Author Robert B Miller
Format Paperback
Page Count 192
Imprint Kogan Page Ltd
Publisher Kogan Page Ltd
Weight(grams) 310g
Dimensions(mm) 235mm * 156mm * 12mm