Successful Large Account Management Author:Robert B. Miller and Stephen E. Heiman In this in-depth interview with Ross Mitchell, Stephen E. Heiman presents the basic concepts of Miller Heiman's innovative two day program as set forth in the book Successful Large Account Management. It is the only sales process available anywhere which will enable you to turn your best customers, those you can't afford to lose, into permanent... more » "external assets."
Stephen E. Heiman. A top sales and marketing executive and cofounder of Miller Heiman, Inc., introduces the systematic sales methods contained in Miller Heiman's newest international program.
Ross Mitchell. A twenty five year radio and broadcast veteran, is host, producer, and program director for a morning news magazine on Reno, Nevada's dominant news talk station.
CD 1: LAMP Objectives Buy-Sell Hierarch
CD 2: Setting an Account Strategy LAMP Action Plan« less