Author: Don Dickinson
Publisher: Routledge
ISBN: 9781887229371
Category : Advertising
Languages : en
Pages : 0
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Book Description
A smart book about one of the most challenging jobs in business - account management. Perfect as a core text for a management course, or as a supplement for your student agency.
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: Don L. Dickinson
Publisher:
ISBN: 9781933199399
Category :
Languages : en
Pages : 0
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Book Description
The second edition of Media Strategy & Planning Workbook: How to Create a Comprehensive Media Plan is now available from Racom Communications. This edition features four significantly upgraded chapters (11 total), 94 new content pages, 112 new exhibits and illustrations, 3 new tear-out exercises, "a 50 percent larger glossary and one completely new chapter focusing on how the media industry operates. The book includes how a media buy is actually made in each paid medium; media plan pretesting; ad agency media department operations; detailed term project specifications for instructors; instructor's guide featuring a course syllabus, exercise answer keys, proposed mid-term and final exams, PowerPoint files to support chapter exhibits and illustrations, and PDF files of exercises and tests. This new book is designed to teach students how to create a comprehensive media plan. It is the most how-to teaching tool available and focuses on teaching marketable skills.
Author: Van Hugo
Publisher: AuthorHouse
ISBN: 1728341582
Category : Biography & Autobiography
Languages : en
Pages : 152
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Book Description
The previous was about one particularly Co-Op. I only wrote what is related to the Co-Op. The current is about landlord. I mentioned on the previous about what some tenants told me about the wrongdoings that landlords committed in court and there is no real action taking by the court to do something about these wrongdoings. I did face those wrongdoings from the landlord, particularly more from the lawyers. I begin to see why majority of the housing court cases never solve effectively because the court should get blame for it to some degree due to waste of my time. There are a lot I report in this book which may be shocking to my readers and audiences. I want to say viewer discretion is advised to them. The problems and issues that I write and report in this book run at their deepest level. The housing situation in New York City is a real problem and issue when it comes to class and race matter and manner. The current book also started backward just like the previous book. The readers and audiences can now move forward with the book. The book contains my personal records from the court case (June 2018 to November 2018). I continue to use my pen name for the second book (Van Hugo). The names of the opponents and other information are not included for the purpose of unwanted and unnecessary lawsuits against me. This book is for those of you who live under landlords, particularly roommates, which are in the worst position to be in housing court. I do the best I can to make this book representable to my readers and audiences.
Author: Robert Solomon
Publisher: John Wiley & Sons
ISBN: 111922828X
Category : Business & Economics
Languages : en
Pages : 191
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Book Description
A practical guide for providing exceptional client service Most advertising and marketing people would claim great client service is an elusive, ephemeral pursuit, not easily characterized by a precise skill set or inventory of responsibilities; this book and its author argue otherwise, claiming there are definable, actionable methods to the role, and provide guidance designed to achieve more effective work. Written by one of the industry's most knowledgeable client services executives, the book begins with a definition, then follows a path from an initial new business win to beginning, building, losing, then regaining trust with clients. It is a powerful source of counsel for those new to the business, for industry veterans who want to refresh or validate what they know, and for anyone in the middle of the journey to get better at what they do.
Author: Grant Stewart
Publisher: Teach Yourself
ISBN: 1444159186
Category : Business & Economics
Languages : en
Pages : 103
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Book Description
Key account management just got easier 'This little book is a real gem' Professor Malcolm McDonald Key account management is increasingly important and must keep pace with its customers as they continually develop and evolve, often resulting in increasingly sophisticated buying structures. The key account manager therefore requires a wide variety of skills in order to be successful; this is not only an important job role in its own right, it is often a stepping stone to career development, leading to more senior management jobs. Successful Key Account Management In A Week is a week long course. On Sunday you are encouraged to Know your customer as success depends on a relationship that is both rewarding and valuable. On Monday you will Analyse your growth opportunities. The competitiveness of the company must be appraised to enable the identification of sales growth opportunities and all major accounts should be compared in appeal and position to give an indication of the strategy to be adopted for customers. On Tuesday you will Measure profits by account. You will be shown how to measure the profitability of major customers and to draw up league tables to enable profit improvement strategies. On Wednesday you will Plan for success, building on the analysis of growth opportunities and profit measurement already considered, to result in a best judgement final plan. On Thursday you will learn to Negotiate to win-win; success relies on understanding the difference between negotiation and selling and being able to conduct negotiations to produce a win-win situation in which the objectives of both sides are considered. On Friday you will look at Control activity levels and the monitoring of standards of performance to enable the presentation of plans and progress, allowing the measurement of success against these plans. And finally, on Saturday you are reminded to Manage relationships with an introduction to the Relationship Model which describes how business with a customer changes as it moves from a transactional or short-term sales achievement, to collaboration with long-term customer value and retention. 'This little book is a real gem, which you should read, use and keep handy for continuous reference. If you follow the straightforward guidelines in this book, your company's future is assured' Professor Malcolm McDonald, Former Professor of Marketing and Deputy Director, Cranfield University School of Management
Author: Sarah Ritchie
Publisher: Am-Insider
ISBN: 9780473427733
Category : Advertisers
Languages : en
Pages : 674
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Book Description
Become an account management superstar! Acclaimed by industry experts as the most comprehensive guide for agency account managers of all levels, 'How to Wrestle an Octopus' is the #1 choice for anyone with client-facing responsibility in the advertising, design, PR, experiential, media, and print industries. Learn about the seven facets of account management: AGENCY LIFE: All about AgencyLand - and how to survive it. ALL ABOUT YOU: All about helping you to be the best account manager you can be - covering topics that affect you personally. CLIENT LOVE: All about interacting with your clients - deconstructing the concept of 'client service', and helping to show you what that means in your everyday work life. KA-CHING!: All about the money - how to navigate your way through the account management minefield of sales, business accounting, profitability, and more. MISSION CONTROL: All about the 'paperwork' - helping you to identify what needs to be done, and the best-practice ways of keeping it all under control. NUTS AND BOLTS: All about the technical bits - understanding production requirements, and demystifying industry jargon. THE FUN BITS: All about the execution and how account managers bring projects and campaigns to life. Sarah Ritchie, founder of AM-Insider.com shares her wealth of experience from a 25-year career in advertising and design agencies; plus insights from over 800 interviews with account managers and agency managers from 30 different countries. Packed with case studies, quotes from industry leaders, and 300 essential topics to empower, enthuse, and educate. 'How to Wrestle an Octopus' covers the 'what', the 'why', AND the 'how' - pretty much everything you need to do your job well and become an account management superstar!
Author: Mark W. Johnston
Publisher: Routledge
ISBN: 1317360834
Category : Business & Economics
Languages : en
Pages : 436
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Book Description
Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Author: Jodi Glickman
Publisher: Macmillan + ORM
ISBN: 1429923806
Category : Business & Economics
Languages : en
Pages : 305
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Book Description
Great on the Job offers a much-needed "people skills" primer and masterclass in all facets of workplace communication Do you know how to ask for help at work without sounding dumb? Do you know how to get valuable and useful feedback from your colleagues? Have you mastered your professional elevator pitch so that every time you meet someone, they remember and are impressed by you? If you answered "no" to any of these questions, you need Great on the Job. In 2008, Jodi Glickman launched Great on the Job, a communications consulting firm whose distinguished client list includes Harvard Business School, Wharton, The Stern School of Business, Merrill Lynch, and Citigroup. Now, Glickman's three-step training program is available in book form for the first time. With case studies, micro strategies, and example language, readers will learn communication skills that can be practiced and implemented immediately. In today's economy, it's not typically the smartest, hardest working or most technically savvy who succeed. Instead, the ability to communicate well is often the most important precursor to success in the workplace. So whether you're a star performer or a struggling novice, Great on the Job will give you the building blocks you need for every conversation you'll have at work.
Author: Dick Tol
Publisher: Lulu.com
ISBN: 9490520020
Category : Business & Economics
Languages : en
Pages : 248
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Book Description
Dick Tol started writing down his experiences because his friend Wim Bouman noticed the benefits that could be derived by others from Dick's experiences. Given Wim's background in Sales it was no surprise that he was able to draw an analogy between Dick's experiences and selling. That is why Wim analysed every story and added useful theoretical background information and relevant tools for those who are interested in Sales and who are also convinced that 'people buy from people'. It is also relevant to those interested in real-life experiences, for they will find stories they can relate to and may even benefit from in a business setting but also in their private lives. Sequel of 'It's all Sales - People buy from People'.
