Successful large account management:
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | Undetermined |
| Veröffentlicht: |
New York
Holt
1991
|
| Ausgabe: | 1. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XIV, 212 S. graph. Darst. |
| ISBN: | 0805013040 |
Internformat
MARC
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| 245 | 1 | 0 | |a Successful large account management |c Robert B. Miller and Stephen E. Heiman with Tad Tuleja |
| 250 | |a 1. ed. | ||
| 264 | 1 | |a New York |b Holt |c 1991 | |
| 300 | |a XIV, 212 S. |b graph. Darst. | ||
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| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
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Datensatz im Suchindex
| _version_ | 1804118939671724032 |
|---|---|
| adam_text | Contents
Preface vii
Acknowledgments xt
Foreword xitt
Introduction: Watch That Basket 1
• PART I: LAMP S BASIC PRINCIPLES
1. Account Management: Beyond the
i Muddling Through Approach 13
2. Big Picture Strategy: The Art of Positioning 21
j 3. LAMP Strategy Workshops: A Users Guide 28
| PART II: SITUATION APPRAISAL
I 4. Targeting Your Large Account 35
5. Charter Statement 42
6. Moving Up the Buy Sell Hierarchy:
I Levels of Business Relationship 55
7. Seeing Through Your Customers Eyes 66
8. Using Your Own Eyes 76
9. Putting It All Together
Stage One: Situation Appraisal Summary 82
vi CONTENTS PART III: SETTING YOUR STRATEGY
10. Knowing What the End Result Looks Lake :
Strategic Goals 99
11. Primary Revenue Target 107
12. Building Your Own Model T: Focus
Investment 121
13. Just Say No : Stop Investment 128
14. Putting It All Together
Stage Two: Your Draft Strategy 142
PART IV: IMPLEMENTING YOUR ACTION PLAN
15. The Key to Implementation: Planning 151
16. The Stepping Stones of Your Strategy:
Setting Objectives 160
17. Closing the Gap 170
18. Putting It All Together
Stage Three: Your Action Plan 179
PART V: LOOKING BACK—AND AHEAD
19. The Ninety Day Review 193
20. An Immodest Proposal: Straight Talk for
Senior Managers 202
Index 213
|
| any_adam_object | 1 |
| author | Miller, Robert B. Heiman, Stephen E. 1935- Tuleja, Tad |
| author_GND | (DE-588)111436710 |
| author_facet | Miller, Robert B. Heiman, Stephen E. 1935- Tuleja, Tad |
| author_role | aut aut aut |
| author_sort | Miller, Robert B. |
| author_variant | r b m rb rbm s e h se seh t t tt |
| building | Verbundindex |
| bvnumber | BV004828402 |
| classification_rvk | QP 800 |
| ctrlnum | (OCoLC)630930957 (DE-599)BVBBV004828402 |
| discipline | Wirtschaftswissenschaften |
| edition | 1. ed. |
| format | Book |
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| indexdate | 2024-07-09T16:18:16Z |
| institution | BVB |
| isbn | 0805013040 |
| language | Undetermined |
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| physical | XIV, 212 S. graph. Darst. |
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| spelling | Miller, Robert B. Verfasser aut Successful large account management Robert B. Miller and Stephen E. Heiman with Tad Tuleja 1. ed. New York Holt 1991 XIV, 212 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Kundenmanagement (DE-588)4236865-0 gnd rswk-swf Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf Großkunde (DE-588)4158288-3 gnd rswk-swf Management (DE-588)4037278-9 gnd rswk-swf Management Accounting (DE-588)4125415-6 gnd rswk-swf Management Accounting (DE-588)4125415-6 s DE-604 Großkunde (DE-588)4158288-3 s Management (DE-588)4037278-9 s 1\p DE-604 Kundengruppenmanagement (DE-588)4197319-7 s 2\p DE-604 Kundenmanagement (DE-588)4236865-0 s 3\p DE-604 Heiman, Stephen E. 1935- Verfasser (DE-588)111436710 aut Tuleja, Tad Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=002971087&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 3\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Miller, Robert B. Heiman, Stephen E. 1935- Tuleja, Tad Successful large account management Kundenmanagement (DE-588)4236865-0 gnd Kundengruppenmanagement (DE-588)4197319-7 gnd Großkunde (DE-588)4158288-3 gnd Management (DE-588)4037278-9 gnd Management Accounting (DE-588)4125415-6 gnd |
| subject_GND | (DE-588)4236865-0 (DE-588)4197319-7 (DE-588)4158288-3 (DE-588)4037278-9 (DE-588)4125415-6 |
| title | Successful large account management |
| title_auth | Successful large account management |
| title_exact_search | Successful large account management |
| title_full | Successful large account management Robert B. Miller and Stephen E. Heiman with Tad Tuleja |
| title_fullStr | Successful large account management Robert B. Miller and Stephen E. Heiman with Tad Tuleja |
| title_full_unstemmed | Successful large account management Robert B. Miller and Stephen E. Heiman with Tad Tuleja |
| title_short | Successful large account management |
| title_sort | successful large account management |
| topic | Kundenmanagement (DE-588)4236865-0 gnd Kundengruppenmanagement (DE-588)4197319-7 gnd Großkunde (DE-588)4158288-3 gnd Management (DE-588)4037278-9 gnd Management Accounting (DE-588)4125415-6 gnd |
| topic_facet | Kundenmanagement Kundengruppenmanagement Großkunde Management Management Accounting |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=002971087&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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