Key Account Manager's Pocketbook PDF Download
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Author: Roger E. Jones
Publisher:
ISBN: 9781906610593
Category : Management
Languages : en
Pages : 112
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Book Description
The new, 2nd edition of the Key Account Manager's Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge. It opens by describing the key account manager's role and then goes on to describe how to rise up the so-called customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers. The author next explains how to develop the 'key account development plan', how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business. The final chapter runs through the essential steps of key account handling. There are short exercises throughout which, if carried out, will help to reinforce the key learning points.
Author: Roger E. Jones
Publisher:
ISBN: 9781906610593
Category : Management
Languages : en
Pages : 112
Get Book Here
Book Description
The new, 2nd edition of the Key Account Manager's Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge. It opens by describing the key account manager's role and then goes on to describe how to rise up the so-called customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers. The author next explains how to develop the 'key account development plan', how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business. The final chapter runs through the essential steps of key account handling. There are short exercises throughout which, if carried out, will help to reinforce the key learning points.
Author: Ian Fleming
Publisher: Pocketbooks
ISBN: 1908284501
Category : Business & Economics
Languages : en
Pages : 114
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Book Description
Describes ways to manage difficult people and their problems. Problem areas include: the poor performer, difficult individual, reluctant team player, persistent late-comer, slow learner, isolated individual and unsupportive boss.
Author: Fiona Elsa Dent
Publisher: Management Pocketbooks
ISBN: 1908284285
Category : Self-Help
Languages : en
Pages : 113
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Book Description
Written for leaders at all levels - strategic, organisational and team level - the Leadership Pocketbook explains how to inspire, influence, deal with change and achieve objectives. Illustrated throughout, the book adopts a practical approach, setting out the principles of leadership, the role of the leader, the skills required for effective leadership and the key challenges facing leaders in today's business environment. This 2nd edition sees the addition of a new section about leaders and social responsibility. "Contemporary business leaders must be aware of the major forces shaping society today and understand how their organisations need to respond and contribute to these challenges", author Fiona Dent writes. She is Director of Faculty Development at Ashridge where she is also Programme Director for the Influencing Strategies and Skills Programme. A focus of the book, described by the author as 'perhaps the most necessary skill for any leader', is self-awareness - to know yourself, to realise what your leadership strengths and weaknesses are and when you must continue to develop. "With admirable clarity, Fiona Dent distils the salient leadership issues and skills. Every potential leader and every leader with potential should find a place for this book in their pocket or bag." Philip Hodgson, Director of Leadership Programmes, Ashridge "A practical, easy to use guide for all levels of leadership. It covers a broad range of topics in sufficient detail to make it usable both for fresh learning and for reference." Richard Nicholson, Management Development Manager, Novartis Pharmaceuticals UK Ltd
Author: Duncan Cartlidge
Publisher: Taylor & Francis
ISBN: 1040088317
Category : Architecture
Languages : en
Pages : 269
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Book Description
The third edition of the Construction Project Manager’s Pocket Book continues to guide and educate readers on the broad range of essential skills required to be a successful construction project manager. The book introduces the generic skills required by any project manager, before tackling the core skills and activities of a construction project manager with direct reference to the RIBA Plan of Work and the OGC Gateway. Key features and coverage in the new edition include: · a step-by-step explanation of construction project management from pre-construction to occupancy, · hard and soft skills, including ethics, leadership, team building, · procurement strategies, · supply chain and contract management, · feasibility studies / development appraisals, · environmental issues, · digital tools and · occupancy activities. The updates in this new edition take account of all regulatory and legislative changes, and also changing market conditions and working trends. This is the ideal concise reference that no project manager, construction manager, architect or quantity surveyor should be without.
Author: Frank Scott-Lennon
Publisher: Pocketbooks
ISBN: 1907078770
Category : Business & Economics
Languages : en
Pages : 112
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Book Description
Focus on CLEFT conversations leadership expectations future focus timely
Author: Alison Green
Publisher: Ballantine Books
ISBN: 0399181822
Category : Business & Economics
Languages : en
Pages : 306
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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: Keith Posner
Publisher:
ISBN: 9781870471633
Category : Business & Economics
Languages : en
Pages : 107
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Book Description
Quick to establish itself as a Pocketbook front runner,The Project Management Pocketbook provides team leadersand team members with useful tips and tools for efficientand effective task management. It is a practical, step-by-step guide to managing a project through to completion.It looks at each key stage and identifies the ......
Author: Garry Hunt
Publisher: Routledge
ISBN: 1351608797
Category : Technology & Engineering
Languages : en
Pages : 490
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Book Description
The second edition of the Health and Safety Pocket Book has been fully revised and updated to include all the relevant legal, HSE ACoP/Guidance and practice references. It remains a handy reference tool for practising health and safety professionals, auditors, managers, HR personnel, employee representatives and anyone with health and safety responsibilities. The book is an essential compilation of guidance, data and checklists covering a wide range of health and safety topics, supported by extensive key glossary terms. The A–Z arrangement within the chapters and extensive cross-referencing make it easy to navigate, while its size and scope make it the ideal volume for ready reference and site visits. The book will also be useful for health and safety courses at all levels. Key features include: The principal health and safety legal requirements for every industry Safety management elements and systems Checklists for major hazards affecting all industries A wealth of charts, hard-to-remember details and data A glossary of the main concepts of health and safety A list of important health and safety courses, publications and organisations Revision tips for key examination themes.
Author: John Townsend
Publisher: Management Pocketbooks
ISBN: 1908284056
Category : Self-Help
Languages : en
Pages : 129
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Book Description
The 'facilitraining rainbow' won't lead you to a pot of gold but it will enable you to decide on the most suitable approach for your next facilitation session. This innovative decision-making model is central to The Facilitator's Pocketbook - a comprehensive guide covering all stages of facilitation, from planning through to implementation. Interpersonal skills (including attitudes and values) and session skills (including energising and problem solving) are dealt with at length. This second edition contains significant new material, notably the addition of a detailed case study and examples of six typical facilitation sessions. "John and Paul provide a quick route to a practical understanding of facilitation. This book should be compulsory reading for all managers handling change." Teresa Kilmartin, Executive Manager Training & Development, Irish Life Assurance plc "This book is the perfect illustration of what facilitation is all about - making things easy. Reflecting on the methods, skills and techniques described, it is easy to understand what it takes to become a skilled facilitator. Read it and you will undoubtedly do it better and get better results!" Karin Priarollo, Director, Human Resources, Novartis Consumer Health
Author: Duncan Cartlidge
Publisher: Routledge
ISBN: 1317533593
Category : Business & Economics
Languages : en
Pages : 297
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Book Description
Construction project management requires a broad range of knowledge, from technical expertise to leadership, negotiation, team building and communication. This practical no-nonsense guide covers all of the essentials of the role, including: Pre-construction activities Design management and BIM Procurement Feasibility studies Environmental management systems People skills Recommended document formats Occupancy activities Construction project management activities are tackled in the order they occur on real projects, with reference made to the RIBA Plan of Work and OGC Gateway process throughout. This is the ideal concise reference which no project manager, construction manager, or quantity surveyor should be without.
