Download or read book Key Account Management Excellence in Pharma and Medtech written by Mike Moorman and published by Routledge. This book was released on 2022 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide-particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization's KAM strategies and capabilities"--
Download or read book Key Account Management written by Peter Cheverton and published by Kogan Page Publishers. This book was released on 2015-02-03 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology. This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers. Online resources include helpful templates, guides for students and lecturers, and self tests to ensure that best practice is being followed.
Download or read book Key Account Management Excellence in Pharma Medtech written by Mike Moorman and published by Routledge. This book was released on 2022-02-27 with total page 174 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide—particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization’s KAM strategies and capabilities.
Download or read book Sales Excellence written by Christian Homburg and published by Springer Science & Business Media. This book was released on 2012-10-24 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Download or read book Excellence in Key Account Management written by Christian Belz and published by . This book was released on 2010 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Implementing Key Account Management written by Javier Marcos and published by Kogan Page Publishers. This book was released on 2018-08-03 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book KAM Excellence written by Christian Homburg and published by . This book was released on 2007 with total page 126 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Key Account Management in the Financial Services Industry written by Peter Cheverton and published by Kogan Page Publishers. This book was released on 2004-11-03 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: Peter Cheverton's Key Account Management (3rd edition 2004) has established itself as the leading book on the subject. The idea for this new book was prompted by the huge up-take for his KAM Masterclass seminars and workshops from sales and marketing people in FS companies all over the world. It follows a similar structure to the original book, but offers specific advice on marketing and selling financial products, with real-world examples and case studies from FS companies around the globe. Compiled from original in-depth research and interviews, the book is divided into seven parts and is designed to take the reader through the process of understanding, analysis, planning, implementation and performance monitoring, so it can be used as a 'before, during, and after' guide to practical implementation. With areas covered such as the changing environment in financial services; the buying process; competitor replacement strategies; identifying key accounts; meeting the customer's needs; E-commerce and the Internet; and management of non key accounts, this book is a must-have for anyone working or studying in this field.
Download or read book Digital in Health written by Hanno Wolfram and published by BoD – Books on Demand. This book was released on 2019-10-22 with total page 418 pages. Available in PDF, EPUB and Kindle. Book excerpt: Indicating ways to improve patient-outcome was the main driver writing this book. Two years of research, structuring, collecting, and writing around the central subject of our days: digital. Similar to other spheres of our lives, digital has the power to change many aspects of healthcare and improve patient's lives. Not only tells the book about the obvious, but also points to many use-cases and innovative examples of digital in health. By definition, digital interconnects and integrates people and things. Maybe some of the players in healthcare find the idea of working across sectors harmful to their own business model? Digital in health in any case means leaving traditional comfort zones. Besides telling about the digital past and present, the book Digital in Health defines, conveys ideas, triggers concepts, and indicates digital business models and cases already existing. In contrast to what we encounter every day, digital concepts in healthcare are lagging far behind. The rest of the world has already advanced a lot further. After technology is available, the most important prerequisite for the development of digital in health evidently is the mindset of protagonists. Digital today is far more than a buzzword, after every one of us is regularly confronted with it. Today many are already depending on digital, reaching into every corner of our life. None of our today's lives could continue to function as it is, without leveraging and using all these digital tools and applications. Digital in Health wants to help pave the way for digital ideas, supporting the constant ambition to improve patient-outcome. Joining forces for the common goal of better care, the coauthors added most relevant and important views. Each from his own professional background. Many thanks to Salil Kallianpur, Gerd Luippold, Christian Milaster, and Anup Soans who contributed so greatly to the book, while living in India, Germany, and the United States of America.
Download or read book Key Account Management in Financial Services written by Peter Cheverton and published by Kogan Page Publishers. This book was released on 2004 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: Peter Cheverton's Key Account Management (3rd edition 2004) has established itself as the leading book on the subject. The idea for this new book was prompted by the huge up-take for his KAM Masterclass seminars and workshops from sales and marketing people in FS companies all over the world. It follows a similar structure to the original book, but offers specific advice on marketing and selling financial products, with real-world examples and case studies from FS companies around the globe. Compiled from original in-depth research and interviews, the book is divided into seven parts and is designed to take the reader through the process of understanding, analysis, planning, implementation and performance monitoring, so it can be used as a 'before, during, and after' guide to practical implementation. With areas covered such as the changing environment in financial services; the buying process; competitor replacement strategies; identifying key accounts; meeting the customer's needs; E-commerce and the Internet; and management of non key accounts, this book is a must-have for anyone working or studying in this field.
Download or read book Key Account Plans written by Lynette Ryals and published by Routledge. This book was released on 2010-05-14 with total page 408 pages. Available in PDF, EPUB and Kindle. Book excerpt: To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver- * Clear descriptions of the various techniques and the reason for their importance * A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans * Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text.
Download or read book Handbook of American Indian Languages The Takelma language of Southwestern Oregon by Edward Sapir Coos by L J Frachtenberg Siuslawan Lower Umpqua by L J Frachtenberg Chukchee by Waldemar Bogoras written by Franz Boas and published by . This book was released on 1922 with total page 924 pages. Available in PDF, EPUB and Kindle. Book excerpt: Includes chapters on Athapascan, Tlingit, Haida, Tsimshian, Kwakiutl, Eskimo and Chukchee. (AB1739).
Download or read book Babylonian and Oriental Record written by and published by . This book was released on 1888 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Handbook of American Indian Languages written by Franz Boas and published by . This book was released on 1922 with total page 928 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book A Dictionary Hindustani and English written by Duncan Forbes and published by BoD – Books on Demand. This book was released on 2023-06-08 with total page 1137 pages. Available in PDF, EPUB and Kindle. Book excerpt: Reprint of the original, first published in 1857. The publishing house Anatiposi publishes historical books as reprints. Due to their age, these books may have missing pages or inferior quality. Our aim is to preserve these books and make them available to the public so that they do not get lost.
Download or read book A Dictionary of the P kto P shto Or Language of the Afghans written by H.G. Raverty and published by . This book was released on 1860 with total page 590 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book A New Hindustani English Dictionary written by S. W. Fallon and published by . This book was released on 1879 with total page 1278 pages. Available in PDF, EPUB and Kindle. Book excerpt:
