The new successful large account management: [how to hold onto your most important customers and turn them into long-term assets]
Introduction : back to growth -- The new landscape of account management : eight lessons -- Selecting the large account -- A real world example -- The buy-sell hierarchy -- Preparing the ground -- Strategic players -- The account's trends and opportunities -- Your strengths and vulnerabilities...
Gespeichert in:
| Beteilige Person: | |
|---|---|
| Format: | Buch |
| Sprache: | Englisch |
| Veröffentlicht: |
London [u.a.]
KoganPage
2011
|
| Ausgabe: | Rev. 3. ed. |
| Schlagwörter: | |
| Zusammenfassung: | Introduction : back to growth -- The new landscape of account management : eight lessons -- Selecting the large account -- A real world example -- The buy-sell hierarchy -- Preparing the ground -- Strategic players -- The account's trends and opportunities -- Your strengths and vulnerabilities -- Situation appraisal summary -- Charter statement -- Goals -- Focus investments -- Stop investments -- Revenue targets -- A pre-action overview -- Actioning the strategy -- Ninety-day review -- The LAMP advantage. |
| Beschreibung: | Includes index |
| Umfang: | XIV, 178 S. |
| ISBN: | 9780749462901 |
Internformat
MARC
| LEADER | 00000nam a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV040674356 | ||
| 003 | DE-604 | ||
| 005 | 20130122 | ||
| 007 | t| | ||
| 008 | 130115s2011 xx |||| 00||| eng d | ||
| 020 | |a 9780749462901 |9 978-0-7494-6290-1 | ||
| 035 | |a (OCoLC)762110224 | ||
| 035 | |a (DE-599)BSZ352201916 | ||
| 040 | |a DE-604 |b ger | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-92 | ||
| 082 | 0 | |a 658.8/102 | |
| 084 | |a QP 621 |0 (DE-625)141912: |2 rvk | ||
| 100 | 1 | |a Miller, Robert B. |d 1942- |e Verfasser |0 (DE-588)124933807 |4 aut | |
| 245 | 1 | 0 | |a The new successful large account management |b [how to hold onto your most important customers and turn them into long-term assets] |c Robert B. Miller and Stephen E. Heiman with Tad Tuleja |
| 250 | |a Rev. 3. ed. | ||
| 264 | 1 | |a London [u.a.] |b KoganPage |c 2011 | |
| 300 | |a XIV, 178 S. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes index | ||
| 520 | |a Introduction : back to growth -- The new landscape of account management : eight lessons -- Selecting the large account -- A real world example -- The buy-sell hierarchy -- Preparing the ground -- Strategic players -- The account's trends and opportunities -- Your strengths and vulnerabilities -- Situation appraisal summary -- Charter statement -- Goals -- Focus investments -- Stop investments -- Revenue targets -- A pre-action overview -- Actioning the strategy -- Ninety-day review -- The LAMP advantage. | ||
| 650 | 4 | |a Selling / Key accounts | |
| 650 | 4 | |a Market segmentation | |
| 650 | 4 | |a Marketing / Key accounts | |
| 650 | 0 | 7 | |a Kundenmanagement |0 (DE-588)4236865-0 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Verkaufstechnik |0 (DE-588)4129047-1 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Kundenmanagement |0 (DE-588)4236865-0 |D s |
| 689 | 0 | 1 | |a Verkaufstechnik |0 (DE-588)4129047-1 |D s |
| 689 | 0 | |5 DE-604 | |
| 700 | 1 | |a Heiman, Stephen E. |d 1935- |e Sonstige |0 (DE-588)111436710 |4 oth | |
| 700 | 1 | |a Tuleja, Tad |e Sonstige |4 oth | |
| 943 | 1 | |a oai:aleph.bib-bvb.de:BVB01-025500862 | |
Datensatz im Suchindex
| _version_ | 1818976969028534272 |
|---|---|
| any_adam_object | |
| author | Miller, Robert B. 1942- |
| author_GND | (DE-588)124933807 (DE-588)111436710 |
| author_facet | Miller, Robert B. 1942- |
| author_role | aut |
| author_sort | Miller, Robert B. 1942- |
| author_variant | r b m rb rbm |
| building | Verbundindex |
| bvnumber | BV040674356 |
| classification_rvk | QP 621 |
| ctrlnum | (OCoLC)762110224 (DE-599)BSZ352201916 |
| dewey-full | 658.8/102 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/102 |
| dewey-search | 658.8/102 |
| dewey-sort | 3658.8 3102 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | Rev. 3. ed. |
| format | Book |
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| id | DE-604.BV040674356 |
| illustrated | Not Illustrated |
| indexdate | 2024-12-20T16:20:17Z |
| institution | BVB |
| isbn | 9780749462901 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-025500862 |
| oclc_num | 762110224 |
| open_access_boolean | |
| owner | DE-92 |
| owner_facet | DE-92 |
| physical | XIV, 178 S. |
| publishDate | 2011 |
| publishDateSearch | 2011 |
| publishDateSort | 2011 |
| publisher | KoganPage |
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| spelling | Miller, Robert B. 1942- Verfasser (DE-588)124933807 aut The new successful large account management [how to hold onto your most important customers and turn them into long-term assets] Robert B. Miller and Stephen E. Heiman with Tad Tuleja Rev. 3. ed. London [u.a.] KoganPage 2011 XIV, 178 S. txt rdacontent n rdamedia nc rdacarrier Includes index Introduction : back to growth -- The new landscape of account management : eight lessons -- Selecting the large account -- A real world example -- The buy-sell hierarchy -- Preparing the ground -- Strategic players -- The account's trends and opportunities -- Your strengths and vulnerabilities -- Situation appraisal summary -- Charter statement -- Goals -- Focus investments -- Stop investments -- Revenue targets -- A pre-action overview -- Actioning the strategy -- Ninety-day review -- The LAMP advantage. Selling / Key accounts Market segmentation Marketing / Key accounts Kundenmanagement (DE-588)4236865-0 gnd rswk-swf Verkaufstechnik (DE-588)4129047-1 gnd rswk-swf Kundenmanagement (DE-588)4236865-0 s Verkaufstechnik (DE-588)4129047-1 s DE-604 Heiman, Stephen E. 1935- Sonstige (DE-588)111436710 oth Tuleja, Tad Sonstige oth |
| spellingShingle | Miller, Robert B. 1942- The new successful large account management [how to hold onto your most important customers and turn them into long-term assets] Selling / Key accounts Market segmentation Marketing / Key accounts Kundenmanagement (DE-588)4236865-0 gnd Verkaufstechnik (DE-588)4129047-1 gnd |
| subject_GND | (DE-588)4236865-0 (DE-588)4129047-1 |
| title | The new successful large account management [how to hold onto your most important customers and turn them into long-term assets] |
| title_auth | The new successful large account management [how to hold onto your most important customers and turn them into long-term assets] |
| title_exact_search | The new successful large account management [how to hold onto your most important customers and turn them into long-term assets] |
| title_full | The new successful large account management [how to hold onto your most important customers and turn them into long-term assets] Robert B. Miller and Stephen E. Heiman with Tad Tuleja |
| title_fullStr | The new successful large account management [how to hold onto your most important customers and turn them into long-term assets] Robert B. Miller and Stephen E. Heiman with Tad Tuleja |
| title_full_unstemmed | The new successful large account management [how to hold onto your most important customers and turn them into long-term assets] Robert B. Miller and Stephen E. Heiman with Tad Tuleja |
| title_short | The new successful large account management |
| title_sort | the new successful large account management how to hold onto your most important customers and turn them into long term assets |
| title_sub | [how to hold onto your most important customers and turn them into long-term assets] |
| topic | Selling / Key accounts Market segmentation Marketing / Key accounts Kundenmanagement (DE-588)4236865-0 gnd Verkaufstechnik (DE-588)4129047-1 gnd |
| topic_facet | Selling / Key accounts Market segmentation Marketing / Key accounts Kundenmanagement Verkaufstechnik |
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