Successful Large Account Management, Vol. 1

FROM THE PUBLISHER

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 revenues come from a few crucial accounts. What does it take to keep them going strong? The authors of Strategic Selling and Conceptual Selling have put together a hard-hitting, non-nonsense book of techniques to improve your most important business relationships.

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 team and a LAMP 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.