Successful Large Account Management: How to Hold on to Your Most Important Customers and Turn Them Into Long-term Assets

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Praise and Reviews

'We are now in the account knowledge era! The LAMP® process helps us to recognise it - and that's the start.'

Brian Cates, former Senior Sales Training Consultant, Digital Equipment of Canada Ltd

'LAMP® provides a methodology that allows us to identify and manage clients more effectively.'

Tom Beyer, former Vice Chairman Management Consulting Services, PricewaterhouseCoopers

The book that shows how to keep your most important customers...

Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? Successful Large Account Management will show you how. The authors of the best-selling books, The New Strategic Selling and The New Conceptual Selling, have now put together a hard-hitting, no-nonsense book describing the unique process that will help to improve your most important business relationships. By following their clearly defined and dynamic approach to the account planning process, you will learn how to:

devise a strategic action plan for managing your key accounts;

manage them effectively and profitably;

build long-term relationships with clients;

improve competitive positions in important accounts;

move your relationship up the buy-sell hierarchy.

Whatever business you're in, whatever its size, Successful Large Account Management shows you how to protect those crucial accounts that you can't afford to lose.

The Miller Heiman Large Account Management Programme (LAMP)® is used successfully by some of the world's largest companies.

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About the author (2004)

Stephen E Heiman

Stephen E Heiman has worked in sales development for over 30 years. In the 1970s, as an IBM national account salesman, he increased sales by over 35 per cent and was in the top 5 per cent for total sales and percentage quota. He continued his success at Kepner-Tregoe as director of marketing and at North American Van Lines where, in four years as executive vice president, he increased sales and profits by 36 per cent. In 1978 he joined partner Robert B Miller in the company that became Miller Heiman, Inc. Heiman retired in 1988 as MHI president and CEO; he then served as the company`s chairman of the board.

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