Entre Managers
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Key Account Management
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Author : Diana Woodburn
language : en
Publisher: John Wiley & Sons
Release Date : 2012-11-13
Key Account Management written by Diana Woodburn and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-13 with Business & Economics categories.
"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.
Management Aptitude Of Entrepreneurs
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Author : Dan J. Knutson
language : en
Publisher: Routledge
Release Date : 2014-01-14
Management Aptitude Of Entrepreneurs written by Dan J. Knutson and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-01-14 with Business & Economics categories.
First Published in 2000. The basic problems investigated in this book arose from the author's speculation that many individuals who have what it takes to be an entrepreneur may simply not have what it takes to be an effective manager. In fact, some of the characteristics that are essential to the entrepreneurial drive may be detrimental to the development of solid management skills. This may be one reason that so many entrepreneurs fail in business-- Certain elements in their personality make-up may actually prevent them from being, or even becoming, good managers. The overall objective of the study was to learn if there is a significant relationship between entrepreneurs and professional managers in terms of their basic aptitudes toward managing. The research was carried out by examining a number of the most important underpinning psychosocial aspects that have been demonstrated as valid predictors of management performance.
Dynamic Capabilities And Strategic Management
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Author : David J. Teece
language : en
Publisher: OUP Oxford
Release Date : 2009-03-26
Dynamic Capabilities And Strategic Management written by David J. Teece and has been published by OUP Oxford this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-03-26 with Business & Economics categories.
How do firms compete? How do firms earn above normal returns? What's needed to sustain superior performance long term? An increasingly powerful answer to these fundamental questions of business strategy lies in the concept of dynamic capabilities. These are the skills, processes, routines, organizational structures, and disciplines that enable firms to build, employ, and orchestrate intangible assets relevant to satisfying customer needs, and which cannot be readily replicated by competitors. Enterprises with strong dynamic capabilities are intensely entrepreneurial. They not only adapt to business ecosystems; they also shape them through innovation, collaboration, learning, and involvement. David Teece was the pioneer of the dynamic capabilities perspective. It is grounded in 25 years of his research, teaching, and consultancy. His ideas have been influential in business strategy, management, and economics, and are relevant to innovation, technology management, and competition policy. Through his consultancy and advisory work he has also brought these ideas to bear in business and policy making around the world. This book is the clearest and most succinct statement of the core ideas of dynamic capabilities. Teece explains their genesis, application, and how they offer an alternative approach to much conventional strategic thinking grounded in simplistic and outdated understandings of industrial organizations and the foundations of competitive advantage. Accessibly written and presented, it will be an invaluable and stimulating tool for all those who want to understand this important contribution to strategic thinking, be they MBA students, academics, managers, or consultants.
Proceedings Of The 3rd International Conference Of Economics And Management Cireg 2016 Volume Ii
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Author : Houcine Berbou
language : en
Publisher: Cambridge Scholars Publishing
Release Date : 2020-04-06
Proceedings Of The 3rd International Conference Of Economics And Management Cireg 2016 Volume Ii written by Houcine Berbou and has been published by Cambridge Scholars Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-06 with Business & Economics categories.
This book brings together papers presented at the 3rd Conference of Research in Economics and Management (CIREG) held in Morocco in May 2016. With a focus on the challenges of SMEs and innovative solutions, they highlight the contribution of researchers in the fields of business and management, with all their micro and macro-economic aspects. They shed light on the universal scientific vision of the importance of SMEs with answers relevant to their local context and adapted to their specific national situation. The relevance of SME research lies in its heuristic value of analyzing change, rather than in constructing a category, a particularly useful empirical concept. This third volume is focused on marketing and human resources.
Entrepreneurship And Local Economic Development
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Author : Norman Walzer
language : en
Publisher: Lexington Books
Release Date : 2007-10-08
Entrepreneurship And Local Economic Development written by Norman Walzer and has been published by Lexington Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-10-08 with Political Science categories.
Entrepreneurship and Local Economic Development delves into the current thinking on local entrepreneurship development programs and evaluates ways in which practitioners can implement successful entrepreneurship practices. Examining the role and potential for entrepreneurship programs in local economic development strategies, contributors to this edited collection have many years of experience working with entrerpreneurship initiatives in state and local governments. Focused on theory and case study, Entrepreneurship and Local Economic Development examines conceptual issues involved in creating entrepreneurship programs as well as practical examples of programs organized by state, regional, and local agencies.
Sociology Of Organizations
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Author : Mary Godwyn
language : en
Publisher: SAGE Publications
Release Date : 2011-06-28
Sociology Of Organizations written by Mary Godwyn and has been published by SAGE Publications this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-06-28 with Social Science categories.
The sociological study of organizations encompasses both planned and formal organizations as well as spontaneous and informal ones. Sociologists examine organizations with attention to structure and objectives, interactions among members and among organizations, the relationship between the organization and its environment and the social significance or social meaning of the organization. The ways of defining and examining organizations vary depending on the theoretical emphasis. This book focuses on three things: * providing a wide and historically accurate portrait of the diversity of sociological theories and their application to organizational studies * updating selections that reflect a variety of ways that new technology affects methods of organizing and types of organizations * including readings that examine a range of both formal and informal structures, and both deliberate and impromptu interactions. Lively and provocative, this textbook is theoretically rigorous, disciplinarily informed and representative of heterogeneity within organizational studies.
Dam Safety Management Gestion De La S Curit Des Barrages
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Author : Cigb Icold
language : en
Publisher: CRC Press
Release Date : 2021-06-11
Dam Safety Management Gestion De La S Curit Des Barrages written by Cigb Icold and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-06-11 with Technology & Engineering categories.
Dam Safety Management is a major concern during the entire lifetime cycle of a dam scheme. This is particularly true for the operational phase of the scheme that represents by far the longest period in its lifetime cycle. Bulletin 154 presented a general approach and concepts to be applied to dam operation. The current Bulletin 175 extends the developed concepts to all phases preceding the operational phase. Many risks associated with the operation of existing dams have their origins in other phases preceding the actual operation. Although there are numerous ICOLD Bulletins addressing technical aspects of planning, design, construction and commissioning of dams, there is not a single Bulletin which covers the subject in a comprehensive manner. The current document is a first attempt to capture all relevant dam safety aspects in all preoperational phases by systematically characterizing the actors involved, their roles, the activities and complex interactions present in different phases of the dam lifecycle. An Overarching Safety Management System is specifically developed that can be applied to all actors involved. La gestion de la sécurité des barrages est une préoccupation majeure pendant tout le cycle de vie d'un projet de barrage. Cela est particulièrement vrai pour la phase opérationnelle du système qui représente de loin la période la plus longue de son cycle de vie. Le Bulletin 154 présente une approche générale et des concepts à appliquer à l'exploitation des barrages. Le Bulletin 175 actuel étend les concepts développés à toutes les phases précédant la phase d'exploitation. De nombreux risques associés à l'exploitation des barrages existants ont leur origine dans d'autres phases précédant l'exploitation proprement dite. Bien qu'il existe de nombreux bulletins ICOLD traitant des aspects techniques de la planification, de la conception, de la construction et de la mise en service des barrages, il n'existe pas un seul bulletin qui couvre le sujet de manière exhaustive. Le document actuel est une première tentative de capturer tous les aspects pertinents de la sécurité des barrages dans toutes les phases pré-opérationnelles en caractérisant systématiquement les acteurs impliqués, leurs rôles, les activités et les interactions complexes présentes dans les différentes phases du cycle de vie du barrage. Un système global de gestion de la sécurité est spécifiquement développé et peut être appliqué à tous les acteurs impliqués.
Innovation Research And Development Management
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Author : Patrick Gilbert
language : en
Publisher: John Wiley & Sons
Release Date : 2018-08-22
Innovation Research And Development Management written by Patrick Gilbert and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-08-22 with Business & Economics categories.
In today’s business environment, as organizations constantly seek to growth and develop through the optimization of their innovative and creative potential, understanding the critical issues and management practices in R & D is essential. This book provides a critical revaluation of the state of the art issues and concepts in R&D management. The views expressed are those of leading French researchers and professionals in this field, fed by empirical studies in national and international firms.
A Guide To The Project Management Body Of Knowledge Pmbok Guide Seventh Edition And The Standard For Project Management Brazilian Portuguese
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Author : Project Management Institute Project Management Institute
language : en
Publisher: Project Management Institute
Release Date : 2021-08-01
A Guide To The Project Management Body Of Knowledge Pmbok Guide Seventh Edition And The Standard For Project Management Brazilian Portuguese written by Project Management Institute Project Management Institute and has been published by Project Management Institute this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-08-01 with Business & Economics categories.
PMBOK&® Guide is the go-to resource for project management practitioners. The project management profession has significantly evolved due to emerging technology, new approaches and rapid market changes. Reflecting this evolution, The Standard for Project Management enumerates 12 principles of project management and the PMBOK&® Guide &– Seventh Edition is structured around eight project performance domains.This edition is designed to address practitioners' current and future needs and to help them be more proactive, innovative and nimble in enabling desired project outcomes.This edition of the PMBOK&® Guide:•Reflects the full range of development approaches (predictive, adaptive, hybrid, etc.);•Provides an entire section devoted to tailoring the development approach and processes;•Includes an expanded list of models, methods, and artifacts;•Focuses on not just delivering project outputs but also enabling outcomes; and• Integrates with PMIstandards+™ for information and standards application content based on project type, development approach, and industry sector.
Biodiversity And Management Of The Madrean Archipelago
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Author : Leonard F. DeBano
language : en
Publisher:
Release Date : 1995
Biodiversity And Management Of The Madrean Archipelago written by Leonard F. DeBano and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995 with Biodiversity categories.