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　　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!

Foreword by Patrick Thomas

Acknowledgments

Introduction: Back to Growth

Part I: Basic Principles

CHAPTER 1.  The New Landscape of Account Management: Eight

Lessons

CHAPTER 2.  Selecting the Large Account

CHAPTER 3.  A Real-World Example

Part I1: Situation Appraisal

CHAPTER 4.  The Buy-Sell Hierarchy

CHAPTER 5.  Preparing the Ground

CHAPTER 6.  Strategic Players

CHAPTER 7.  The Account's Trends and Opportunities

……

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书籍介绍

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!