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Title: Successful Large Account Management by Stephen E. Heiman, Robert Bruce Miller, Tad Tuleja ISBN: 0-8050-1304-0 Publisher: Henry Holt & Company, Inc. Pub. Date: June, 1991 Format: Hardcover Volumes: 1 List Price(USD): $27.50

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Average Customer Rating: 4.6 (5 reviews)

Rating: 5
Summary: LAMP - An Usefull guide to Account Planning
Comment: LAMP is the best book I have read about Key/Large Account Planning. Most salesreps and hates the planning process and struggle with their plans. This down to earth approach helps a salesrep to organize his work in developing his account plans in a straightforward and pragmatic way. Instead of focusing on history, LAMP is targeting the future and helps you to align your resources through action plans.

Rating: 5
Summary: This is a must have!! EXCELLENT BOOK!
Comment: 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!

Rating: 4
Summary: Building Strategic Relationships
Comment: 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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