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The New Successful Large Account Management（ISBN=9780446694667）书籍详细信息
- ISBN：9780446694667
- 作者：暂无作者
- 出版社：暂无出版社
- 出版时间：2005-04
- 页数：253
- 价格：69.00
- 纸张：胶版纸
- 装帧：平装
- 开本：32开
- 语言：未知
- 丛书：暂无丛书
- TAG：暂无
- 豆瓣评分：暂无豆瓣评分
内容简介：
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!
书籍目录：
Foreword by Patrick Thomas
Acknowledgments
Introduction: Back to Growth
Part I: Basic Principles
CHAPTER 1. The New Landscape of Account Management: Eight
Lessons
CHAPTER 2. Selecting the Large Account
CHAPTER 3. A Real-World Example
Part I1: Situation Appraisal
CHAPTER 4. The Buy-Sell Hierarchy
CHAPTER 5. Preparing the Ground
CHAPTER 6. Strategic Players
CHAPTER 7. The Account's Trends and Opportunities
……
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书籍介绍
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!
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