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Key Account Manager S Pocketbook

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The Key Account Managers Pocket Book

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Author : Roger E. Jones
language : en
Publisher:
Release Date : 2013

The Key Account Managers Pocket Book written by Roger E. Jones and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013 with Management categories.

Key Account Manager S Pocketbook

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Author : Roger E. Jones
language : en
Publisher:
Release Date : 2013-09

Key Account Manager S Pocketbook written by Roger E. Jones and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-09 with Management categories.

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.

Key Account Manager S Pocketbook

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Author : Roger E. Jones
language : en
Publisher: Management Pocketbooks
Release Date : 2013-01-01

Key Account Manager S Pocketbook written by Roger E. Jones and has been published by Management Pocketbooks this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-01-01 with Business & Economics categories.

The Key Account Manager S Pocketbook

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Author : Roger E. Jones
language : en
Publisher:
Release Date : 1997

The Key Account Manager S Pocketbook written by Roger E. Jones and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997 with Selling categories.

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.

Marketing Pocketbook

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Author : Neil Russell-Jones
language : en
Publisher: Management Pocketbooks
Release Date : 2014-01-01

Marketing Pocketbook written by Neil Russell-Jones and has been published by Management Pocketbooks this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-01-01 with Business & Economics categories.

The Marketing Pocketbook is authoritative, comprehensive and - with its clear, concise, factual wording - easily accessible. Authoritative because it is written by an experienced and highly respected management consultant. Comprehensive because of the sheer volume of facts that this Pocketbook manages to squeeze in. The content is structured into three parts. The first part explains the basic concepts and looks at what marketing is. The second deals with the marketing process, in other words how to go about it. The final part of the Pocketbook looks at putting the theory into practice. All the fundamentals of marketing are covered, from market research and developing a marketing strategy to planning and implementing marketing campaigns. And accessible because we strip away all the unnecessary padding and present nothing but the key facts.

Global Account Management

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Author : Peter Cheverton
language : en
Publisher: Kogan Page Publishers
Release Date : 2008

Global Account Management written by Peter Cheverton and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008 with Business & Economics categories.

Global Account Management explains the challenges of establishing a global account strategy and guides the reader through the process of decisions and actions required to manage global accounts successfully. The book provides a thorough, workmanlike template for all businesses with global clients. Peter Cheverton highlights the difference between an international company operating in different markets and one that can be considered truly global. He explains that company directors need to understand whether a client has consistent needs across different countries, possesses a global operational structure, and has the ability to implement global decisions. Cheverton then details the factors critical to successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous. Global Account Management gives readers the information and insight they need to ensure the future success of their companies.

Implementing Key Account Management

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Author : Javier Marcos
language : en
Publisher: Kogan Page Publishers
Release Date : 2018-08-03

Implementing Key Account Management written by Javier Marcos and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-08-03 with Business & Economics categories.

Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.

People Managers

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Author : Ian Fleming
language : en
Publisher: Pocketbooks
Release Date : 2016-02-11

People Managers written by Ian Fleming and has been published by Pocketbooks this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-02-11 with Business & Economics categories.

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.

Malcolm Mcdonald On Key Account Management

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Author : Malcolm McDonald
language : en
Publisher: Kogan Page Publishers
Release Date : 2017-08-03

Malcolm Mcdonald On Key Account Management written by Malcolm McDonald and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-08-03 with Business & Economics categories.

Malcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed. Malcolm McDonald on Key Account Management takes a step-by-step approach to presenting best practice in key account management. Whether your business is starting up or well-established, there is always more to discover about improving the way value is created between you and your most important customers. Malcolm McDonald and Beth Rogers have spent over twenty years researching, teaching and consulting on key account management, and have condensed their knowledge into this book, focusing on making it clear, concise and easy to use.

Key Account Manager S Pocketbook

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