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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers |  |
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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers | |
Robert B. Miller is currently Vice-President for Technology Development for the SureBeam Corporation, the world's only company specifically devoted to food irradiation using accelerator sources of ionizing radiation. He holds a PhD in Nuclear Engineering from the Ohio State University (1973), and has held a variety of relevant technical and managerial positions in his 30-year career. He has over 30 open-literature publications, and is the author of the text An Introduction to the Physics of Intense Charged Particle Beams, Plenum (1981).
Heiman is co-founder of Miller Heiman, Inc., one of the most prestigious sales consulting firms, and author of several best-selling buisness books. His more than thirty-year career includes sales, sales management, and senior management positions.
Tuleja has researched and published thousands of quirky facts in the many books.
Patrick R. Thomas is an Associate Professor and was Director of the Centre for Movement Education and Research at Griffith University s Mt Gravatt Campus in Brisbane. After completing a Teachers Certificate, Dr Thomas studied at the University of Queensland, graduating with first-class honours and a University medal in psychology. He subsequently completed research Masters and PhD degrees in organisational and cognitive psychology, and has taught psychology and research methods for more than 35 years. Dr Thomas was a foundation member of the College of Sport Psychologists of the Australian Psychological Society, and for the past 10 years has provided psychological services to athletes, particularly golfers. He has been a member of Pacific Golf Club since 1978.
网友对The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers的评论
可惜英语不过关，担心理解错原文意思。
This book was first written in 1991 and then revised in 2005. Despite being long-in-the-tooth "The NEW Successful Large Account Management" book is remarkably fresh and current. Probably because so few sales leaders have changed anything from the 19th or 20th century. The same authors wrote "Strategic Selling" which remains a must read classic upon which all modern selling is based, including SPIN Selling by Neil.
The Premise: "To achieve long-term profitable relationships with your key customers, you must make consistent, measurable contribution to their profitability and their relationships."
The power of this book - and why I believe it is a must read for any B2B large account rep - isn't that such a premise is new. Every sales consultant, author or trainer, preaches that. Neil Rackham, luminary SPIN Selling author, wrote "Rethinking the Sales Force" a decade ago based on that premise. However building value remains rare - as opposed to bundled, or should I say cobbled together, offerings called solutions that only pad the margins of the seller. No, the power of this book is that it lays out a structure for key account selling that can be implemented by an organization but more importantly by the sales person. Some sales books are great - but only if management agrees to make the needed changes.
"The NEW Successful Large Account Management" and its selling process "LAMP" is a blueprint the shoe leather sales person can implement themselves. From account selection, to research, to a strategic and tactical methodology for gaining access and winning the business, "The NEW Successful Large Account Management" covers it all. This is one of books that should be on every B2B and key account reps bookshelf.
In today's world, growing relationships with customers and providing value at every touch point is key. This book provides healthy guidelines and concepts to maintain and continue growing your customers relationships.
This book keeps us all in the mode of What if? If we had done what the previous LAMP series had taught us. So apply the principles and try to execute on the format. Good reminder and great for training.
Do you really know what your largest accounts are thinking? You may think you do. This is a great read to increase your sells.
Not very useful at all. Probably OK to publish as an article but certainly not as a book.
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