作者 Stephen E.（史蒂芬·海曼）、Tad（泰德·图勒加）、Robert B. Miller（罗伯特·米勒） 著
出版社 Grand Central Publishing
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 revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in real time. Discover: * 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 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 * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!
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.
Foreword by Patrick Thomas
Introduction: Back to Growth
Part I: Basic Principles
CHAPTER 1. The New Landscape of Account Management: EightLessons