The new successful large account management
how to hold on to your most important customers and turn them into long- term assets
- ISBN: 9780749445010
- Editorial: Kogan Page Ltd.
- Fecha de la edición: 2005
- Lugar de la edición: London. Reino Unido
- Edición número: 3rd ed
- Encuadernación: Rústica
- Medidas: 24 cm
- Nº Pág.: 213
- Idiomas: Inglés
Papel: Rústica
34,33 €
Sin Stock. Disponible en 5/6 semanas.
Table of Contents The New Landscape of Account Management Selecting the Large Account A Real-World Example The Buy-Sell Hierarchy Preparing the Ground Strategic Players The Accounts Trends and Opportunities Your Strengths and Vulnerabilities Situation Appraisal Summary Charter Statement Goals Focus Investments Stop Investments Revenue Targets Pre-Action Overview Actioning the Strategy Ninety-Day Review The LAMP Advantage.
