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- 2004023694 contributor B9833433.
- 2004023694 contributor B9833434.
- 2004023694 created "2005.".
- 2004023694 date "2005".
- 2004023694 date "2005.".
- 2004023694 dateCopyrighted "2005.".
- 2004023694 description "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.".
- 2004023694 extent "xvii, 253 p. ;".
- 2004023694 identifier "0446694665".
- 2004023694 identifier 2004023694-d.html.
- 2004023694 identifier 2004023694.html.
- 2004023694 issued "2005".
- 2004023694 issued "2005.".
- 2004023694 language "eng".
- 2004023694 publisher "New York : Warner Business Books,".
- 2004023694 subject "658.8/102 22".
- 2004023694 subject "HF5438.8.K48 M56 2005".
- 2004023694 subject "Market segmentation.".
- 2004023694 subject "Marketing Key accounts.".
- 2004023694 subject "Selling Key accounts.".
- 2004023694 tableOfContents "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.".
- 2004023694 title "The new successful large account management : maintaining and growing your most important assets--your customers / Robert B. Miller and Stephen E. Heiman, with Tad Tuleja ; [foreword by Patrick Thomas].".
- 2004023694 type "text".