Key Account Management PDF Download
Are you looking for read ebook online? Search for your book and save it on your Kindle device, PC, phones or tablets. Download Key Account Management PDF full book. Access full book title Key Account Management by Diana Woodburn. Download full books in PDF and EPUB format.
Author: Diana Woodburn
Publisher: John Wiley & Sons
ISBN: 0470974737
Category : Business & Economics
Languages : en
Pages : 497
Get Book Here
Book Description
"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.
Author: Diana Woodburn
Publisher: John Wiley & Sons
ISBN: 0470974737
Category : Business & Economics
Languages : en
Pages : 497
Get Book Here
Book Description
"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.
Author: Larry Bossidy
Publisher: Crown Currency
ISBN: 0307591468
Category : Business & Economics
Languages : en
Pages : 290
Get Book Here
Book Description
#1 NEW YORK TIMES BESTSELLER • More than two million copies in print! The premier resource for how to deliver results in an uncertain world, whether you’re running an entire company or in your first management job. “A must-read for anyone who cares about business.”—The New York Times When Execution was first published, it changed the way we did our jobs by focusing on the critical importance of “the discipline of execution”: the ability to make the final leap to success by actually getting things done. Larry Bossidy and Ram Charan now reframe their empowering message for a world in which the old rules have been shattered, radical change is becoming routine, and the ability to execute is more important than ever. Now and for the foreseeable future: • Growth will be slower. But the company that executes well will have the confidence, speed, and resources to move fast as new opportunities emerge. • Competition will be fiercer, with companies searching for any possible advantage in every area from products and technologies to location and management. • Governments will take on new roles in their national economies, some as partners to business, others imposing constraints. Companies that execute well will be more attractive to government entities as partners and suppliers and better prepared to adapt to a new wave of regulation. • Risk management will become a top priority for every leader. Execution gives you an edge in detecting new internal and external threats and in weathering crises that can never be fully predicted. Execution shows how to link together people, strategy, and operations, the three core processes of every business. Leading these processes is the real job of running a business, not formulating a “vision” and leaving the work of carrying it out to others. Bossidy and Charan show the importance of being deeply and passionately engaged in an organization and why robust dialogues about people, strategy, and operations result in a business based on intellectual honesty and realism. With paradigmatic case histories from the real world—including examples like the diverging paths taken by Jamie Dimon at JPMorgan Chase and Charles Prince at Citigroup—Execution provides the realistic and hard-nosed approach to business success that could come only from authors as accomplished and insightful as Bossidy and Charan.
Author: David Allen
Publisher: Penguin
ISBN: 0698161866
Category : Business & Economics
Languages : en
Pages : 354
Get Book Here
Book Description
The book Lifehack calls "The Bible of business and personal productivity." "A completely revised and updated edition of the blockbuster bestseller from 'the personal productivity guru'"—Fast Company Since it was first published almost fifteen years ago, David Allen’s Getting Things Done has become one of the most influential business books of its era, and the ultimate book on personal organization. “GTD” is now shorthand for an entire way of approaching professional and personal tasks, and has spawned an entire culture of websites, organizational tools, seminars, and offshoots. Allen has rewritten the book from start to finish, tweaking his classic text with important perspectives on the new workplace, and adding material that will make the book fresh and relevant for years to come. This new edition of Getting Things Done will be welcomed not only by its hundreds of thousands of existing fans but also by a whole new generation eager to adopt its proven principles.
Author: Everyday Planner
Publisher:
ISBN: 9781070238920
Category :
Languages : en
Pages : 174
Get Book Here
Book Description
2019-2023 FIVE YEAR PLANNER AND YEARLY BUDGET FOR BOSS & GIRL BOSS, 60 MONTHS PLANNER AND CALENDAR, PERSONAL FINANCE PLANNER YEARLY PERSONAL FINANCE PLANNER: Organize your personal finances in 2019 - 2023 with this budget planner and financial workbook that has everything you need to succeed! Set yearly goals and establish your family mission statement, Track your yearly budget goals, banking information, monthly bill tracker and yearly saving goals for the next five years, 2019 - 2023! Visions & Goals: For 2019 - 2023 INCLUDES: 1 five-year planner for 2019 to 2023. Cover is high gloss finish with flower cover; inner pages are printed on high quality durable paper. Perfect bound to secure pages for the next five years and beyond. USEFUL & HANDY GRID BOX DESIGN: Each monthly page has a grid design which affords enough room (large date boxes) to record and plot events for the future at a glance. Just imagine, five calendars in one place with recording space! Functional and efficient, fits perfectly beside a desk, keyboard, nightstand, affords for daily notes. PLAN AHEAD: Use the 5-year planner to arrange and co-ordinate your important events. You will be sure never to forget important dates with this simple and easy to carry around planner. Perfect alternative or supplement to your phone or computer. GOAL SETTING: As the old sayings go "If you fail to plan, you plan to fail". Thus, set your goals and use the planner to keep you in check so that you will meet your deadline. Inspire action, remove procrastination and get things done with the Five Year Planner. ESSENTIAL FOR: Family appointments, Planning ahead, Scheduling of appointments and events, medical visits, anniversaries, holiday planning, work schedules, booking entertainment, business planning. SIZE: 8.5 X 11 inches.
Author: Jan Lind
Publisher: BoD - Books on Demand
ISBN: 9176994082
Category :
Languages : en
Pages : 238
Get Book Here
Book Description
There is a growing requirement for truly successful and effective Key Account Management (KAM) in the ever increasingly competitive global market. Increased digitalization requires improved personal communication to make a difference. Key account business is made between people. Stakes are high. The potential reward with a key account is tremendous while cost of people is considerable and the required time to get to success is getting shorter and shorter. This is not a theoretical book. It is all about how to do it in real life. Regardless if you are a beginner or if you are already experienced in the business, there are ideas and inspiration to pick up. The reader gets a lot of practical tips: How to analyze, plan and influence. How to work in teams, local and global. How and when to look at partnership. How to sell professionally and effectively. How to set pricing, negotiate and follow up. How to manage problems. How to use the right attitude. How to increase the probability to win in every step. Everything explained in a down to earth language, with a lot of examples and a twinkle in the eye. Whether you take the book from scratch and do everything in it, or use your current work methods and add or change what can be improved, it will help you in increasing the probability to win. And that is what it is all about.
Author: Alison Green
Publisher: Ballantine Books
ISBN: 0399181822
Category : Business & Economics
Languages : en
Pages : 306
Get Book Here
Book Description
From the creator of the popular website Ask a Manager and New York’s work-advice columnist comes a witty, practical guide to 200 difficult professional conversations—featuring all-new advice! There’s a reason Alison Green has been called “the Dear Abby of the work world.” Ten years as a workplace-advice columnist have taught her that people avoid awkward conversations in the office because they simply don’t know what to say. Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when • coworkers push their work on you—then take credit for it • you accidentally trash-talk someone in an email then hit “reply all” • you’re being micromanaged—or not being managed at all • you catch a colleague in a lie • your boss seems unhappy with your work • your cubemate’s loud speakerphone is making you homicidal • you got drunk at the holiday party Praise for Ask a Manager “A must-read for anyone who works . . . [Alison Green’s] advice boils down to the idea that you should be professional (even when others are not) and that communicating in a straightforward manner with candor and kindness will get you far, no matter where you work.”—Booklist (starred review) “The author’s friendly, warm, no-nonsense writing is a pleasure to read, and her advice can be widely applied to relationships in all areas of readers’ lives. Ideal for anyone new to the job market or new to management, or anyone hoping to improve their work experience.”—Library Journal (starred review) “I am a huge fan of Alison Green’s Ask a Manager column. This book is even better. It teaches us how to deal with many of the most vexing big and little problems in our workplaces—and to do so with grace, confidence, and a sense of humor.”—Robert Sutton, Stanford professor and author of The No Asshole Rule and The Asshole Survival Guide “Ask a Manager is the ultimate playbook for navigating the traditional workforce in a diplomatic but firm way.”—Erin Lowry, author of Broke Millennial: Stop Scraping By and Get Your Financial Life Together
Author: Peter Drucker
Publisher: Routledge
ISBN: 1136017534
Category : Business & Economics
Languages : en
Pages : 198
Get Book Here
Book Description
The measure of the executive, Peter Drucker reminds us, is the ability to 'get the right things done'. Usually this involves doing what other people have overlooked, as well as avoiding what is unproductive. He identifies five talents as essential to effectiveness, and these can be learned; in fact, they must be learned just as scales must be mastered by every piano student regardless of his natural gifts. Intelligence, imagination and knowledge may all be wasted in an executive job without the acquired habits of mind that convert these into results. One of the talents is the management of time. Another is choosing what to contribute to the particular organization. A third is knowing where and how to apply your strength to best effect. Fourth is setting up the right priorities. And all of them must be knitted together by effective decision-making. How these can be developed forms the main body of the book. The author ranges widely through the annals of business and government to demonstrate the distinctive skill of the executive. He turns familiar experience upside down to see it in new perspective. The book is full of surprises, with its fresh insights into old and seemingly trite situations.
Author: Rosemary Tator
Publisher: AMACOM
ISBN: 0814416489
Category : Self-Help
Languages : en
Pages : 242
Get Book Here
Book Description
In this step-by-step guide, authors Rosemary Tator and Alesia Latson unpack the things that lead people to feeling burnt out and unfulfilled in their lives and careers and offer a solution to getting more of the thing they really want--time for themselves! Employing a healthy mix of upbeat encouragements and get-to-it messages, they offer a proven, practical approach for prioritizing, achieving goals, reducing stress, and increasing your capacity to do what matters most. More Time for You does this by explaining how to take advantage of today’s most versatile and effective productivity enhancers--mobile devices, online tools, and calendar software--to get things done with ease and efficiency. You’ll learn how to make better, faster decisions based on your priorities; tame your inbox with easy and efficient email triage techniques; set up a calendar management and reminder system; handle distractions and interruptions; lose that nagging sense you are forgetting something; and maximize the benefits (and minimize the time sink) of social media. Complete with helpful illustrations and the authors’ actionable tips, More Time for You teaches readers how to get organized and make life happen--so they have more time to live it!
Author:
Publisher:
ISBN: 9781610596787
Category : Business & Economics
Languages : en
Pages : 244
Get Book Here
Book Description
You love advertising, so much so that you're thinking about starting a career in it. But aside from creative directors who think up the ideas for ads, who does what at an ad agency? Idea Industry: How to Crack the Advertising Career Codes is the first book that breaks it all down and explains what everyone does, which job might be the right fit for you and how you can get that job. We cover the major areas in six straightforward chapters-creative, production, account management, account planning, media and digital media. Through interviews with people working at the best agencies and first person accounts, this book explains what you can expect and what you'll need to know before you even start looking for that dream job. With four-color photos throughout, Idea Industry promises to be the best career guide for anyone interested in the advertising industry.
Author: Harold Kerzner
Publisher: John Wiley & Sons
ISBN: 0470573473
Category : Technology & Engineering
Languages : en
Pages : 698
Get Book Here
Book Description
The revised edition of the single-best source of project management case studies Compiled by Harold Kerzner, the leading authority on project management, Project Management Case Studies, Third Edition presents the most comprehensive collection of project management case studies available today. Featuring more than 100 case studies, this essential book illustrates both successful implementation of project management by actual companies as well as the pitfalls to avoid in a variety of real-world situations. This new edition: Contains case studies illustrating successful and poor implementation of project management Represents a wide range of industries, including medical and pharmaceutical, aerospace, manufacturing, automotive, finance and banking, and telecommunications Covers cutting-edge areas of construction and international project management plus a new "super case" on the Iridium Project, covering all aspects of project management Follows and supports preparation for the Project Management Professional (PMP®) Certification Exam Project Management Case Studies, Third Edition is a valuable resource for students, as well as practicing engineers and managers, and can be used on its own or with the latest edition of Harold Kerzner's landmark reference, Project Management: A Systems Approach to Planning, Scheduling, and Controlling. Other powerful tools by Harold Kerzner, Ph.D.: Project Management: A Systems Approach to Planning, Scheduling, and Controlling, Tenth Edition (978-0-470-27870-3) Project Management Workbook and PMP®/CAPM® Exam Study Guide, Tenth Edition (978-0-470-27872-7)
