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The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers Paperback – April 20, 2005


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Editorial Reviews

Review

"Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." - Damon Jones, COO, Miller Heiman, Inc. "The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." - Joseph L Cash, senior vice president of sales, Equifax Corporation" --This text refers to an out of print or unavailable edition of this title.

About the Author

Robert B Miller brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heiman's President, CEO and chairman. Tad Tuleja is Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best sellers, The New Strategic Selling and The New Conceptual Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success. --This text refers to an out of print or unavailable edition of this title.
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Product Details

  • Paperback: 272 pages
  • Publisher: Grand Central Publishing; Rev Upd edition (April 20, 2005)
  • Language: English
  • ISBN-10: 0446694665
  • ISBN-13: 978-0446694667
  • Product Dimensions: 5.2 x 0.8 x 8 inches
  • Shipping Weight: 8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (17 customer reviews)
  • Amazon Best Sellers Rank: #64,072 in Books (See Top 100 in Books)

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Customer Reviews

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Most Helpful Customer Reviews

22 of 23 people found the following review helpful By A Customer on May 14, 1998
Format: Paperback
Answers the question "how should I be working with field sales."   Contains tables, worksheets, lists, and step-by-step approaches with examples.   The problem will be getting an entire sales and marketing team to adopt it. Even if they don't, after reading this book, you may find you relate to your sales force in a different, more productive manner. The only reservation I have about this book is that for the concept to be truly effective, an entire work team must complete the training described in the book. I know from personal experience that, when a work team completes the training, it works, and works well. The book, as well as it may be written, cannot substitute for the group training. If it did, I would rate it a 10+.
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8 of 9 people found the following review helpful By A Customer on May 5, 1998
Format: Paperback
LAMP helped me see how critical it is to take care of our large accounts. I realized that our survival as a company depends on them. Right now, we are taking the necessary action to apply the concepts that we have learned from the book.
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9 of 11 people found the following review helpful By A Customer on August 16, 2001
Format: Paperback
The first chapter of this book was like reading an unauthorized biography of all my short comings in managing my largest accounts. Even as a top five performer, I still felt like I was flying by the seat of my pants. This book set out a course for improvement that has changed my professional career forever. If you manage large global accounts this book should be your bible. Mine is still drying out from massive highlighter use!
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11 of 14 people found the following review helpful By Bonnie Brannigan on January 29, 2000
Format: Paperback
In this age of consolidation, big companies keep getting bigger. For suppliers, losing any large account can be at least dramatic or at worst devastating. Large Account Management Process (LAMP) from Miller Heiman presents a logical, team friendly method of knowing how your company is positiioned in your large accounts, and what needs to be done to maintain or improve that position. Highly recommended.
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2 of 2 people found the following review helpful By c.j. Ng (Psycheselling.com) on February 9, 2008
Format: Paperback
The issue with most Key Account Managers out there is that they are more focused on maintaining the "relationship" with 1 or 2 players in that account, and then let it grow organically.

LAMP provides the insights on how you can not only defend the account, but also grow it faster by focusing on building strategic relationships with the diverse different players in your account, and feel the pulse of what will be the future business directions that this company will be having, and how you can capitalise on that.

LAMP is multi-dimensional as it handles relationship vs. business; as well as defense vs. growth.
A good companion to this book will be Major Account Sales Strategy
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Format: Paperback Verified Purchase
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.
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Format: Paperback
This book is one of those rare types that addresses the problem head on. If you are a person with sales responsibility at the field, or you are managing a sales team, this book would provide you enough food for thought. In today's world, account driven sales planning and execution is a de facto ritual at every large organization. You may have already been immersed to that, this book would help you to gather a clear understanding of various elements of account management. No matter which group you belong, this book comes with a set of exercises that would help you to use it in action.

The book starts with a century old example of model T by Ford, and draws attention to the importance of resource concentration and positioning. Then it moves to the definition of large account, and management of large account. The book is comprised of twenty chapters organized in five parts: Basic principles, situation appraisal, setting the strategy, implementing the action plan, and looking back and forward.

The first part focusses on the key definitions and explanation of the principle. It draws relevant industry examples to emphasis certain parts of the principle. It also does a little bit of promotion of the LAMP workshop conducted by Miller-Heinman. The final chapter of this part ends with the call for action. The readers are reminded that they will be working, not reading. They were instructed to get ready with a large notebook and a few pencils to start working with one large account, as the book progresses.

The second part starts with clear action oriented instructions for assessing the situation.
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