Robert Miller,
Stephen Heiman,
Tad Tuleja
The New Successful Large Account Management
Maintaining And Growing Your Most Important Assets -- Your Customers
Paperback Engels 2005 9780446694667Verwachte levertijd ongeveer 8 werkdagen
Specificaties
ISBN13:9780446694667
Trefwoorden:accountmanagement, asset management
Taal:Engels
Bindwijze:paperback
Aantal pagina's:253
Uitgever:Grand Central Pub
Druk:1
Verschijningsdatum:1-1-2005
Hoofdrubriek:Algemeen management
Lezersrecensies
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Inhoudsopgave
Foreword by Patrick Thomas
vii
Acknowledgments
xi
Introduction: Back to Growth
xiii
Part I: Basic Principles
CHAPTER 1. The New Landscape of Account Management: Eight Lessons
3(13)
CHAPTER 2. Selecting the Large Account
16(16)
CHAPTER 3. A Real-World Example
32(9)
Part II: Situation Appraisal
CHAPTER 4. The Buy-Sell Hierarchy
41(24)
CHAPTER 5. Preparing the Ground
65(12)
CHAPTER 6. Strategic Players
77(12)
CHAPTER 7. The Account's Trends and Opportunities
89(11)
CHAPTER 8. Your Strengths and Vulnerabilities
100(12)
CHAPTER 9. Situation Appraisal Summary
112(9)
Part III: Strategic Analysis
CHAPTER 10. Charter Statement
121(16)
CHAPTER 11. Goals
137(13)
CHAPTER 12. Focus Investments
150(9)
CHAPTER 13. Stop Investments
159(16)
CHAPTER 14. Revenue Targets
175(12)
CHAPTER 15. Pre-Action Overview
187(10)
Part IV: Execution
CHAPTER 16. Actioning the Strategy
197(14)
CHAPTER 17. Ninety-Day Review
211(9)
CHAPTER 18. The LAMP Advantage
220(5)
EPILOGUE Your Customers Are Your Future: A Case for Strategic Account Management by Lisa Napolitano
225(14)
Index
239(10)
About the Authors
249(2)
About Miller Heiman
251
vii
Acknowledgments
xi
Introduction: Back to Growth
xiii
Part I: Basic Principles
CHAPTER 1. The New Landscape of Account Management: Eight Lessons
3(13)
CHAPTER 2. Selecting the Large Account
16(16)
CHAPTER 3. A Real-World Example
32(9)
Part II: Situation Appraisal
CHAPTER 4. The Buy-Sell Hierarchy
41(24)
CHAPTER 5. Preparing the Ground
65(12)
CHAPTER 6. Strategic Players
77(12)
CHAPTER 7. The Account's Trends and Opportunities
89(11)
CHAPTER 8. Your Strengths and Vulnerabilities
100(12)
CHAPTER 9. Situation Appraisal Summary
112(9)
Part III: Strategic Analysis
CHAPTER 10. Charter Statement
121(16)
CHAPTER 11. Goals
137(13)
CHAPTER 12. Focus Investments
150(9)
CHAPTER 13. Stop Investments
159(16)
CHAPTER 14. Revenue Targets
175(12)
CHAPTER 15. Pre-Action Overview
187(10)
Part IV: Execution
CHAPTER 16. Actioning the Strategy
197(14)
CHAPTER 17. Ninety-Day Review
211(9)
CHAPTER 18. The LAMP Advantage
220(5)
EPILOGUE Your Customers Are Your Future: A Case for Strategic Account Management by Lisa Napolitano
225(14)
Index
239(10)
About the Authors
249(2)
About Miller Heiman
251
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