Download or read book Key Account Management and Planning written by Noel Capon and published by Simon and Schuster. This book was released on 2002-06-15 with total page 482 pages. Available in PDF, EPUB and Kindle. Book excerpt: The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition. Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.

Download or read book Ask a Manager written by Alison Green and published by Ballantine Books. This book was released on 2018-05-01 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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

Download or read book Key Account Management written by Peter Cheverton and published by Kogan Page Publishers. This book was released on 2008-05-03 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key Account Management is a highly practical book with a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers - the lifeblood of any organization. Fully re-written to reflect the most recent trends and challenges, this new edition will reinforce its standing as the premier book on the subject. Very few books take the long-term, team-selling strategic view of KAM that this book takes, and it is the only book which focuses on implementation rather than theory. Based on real and current experience of companies facing the challenge, it provides tools for use in the real world that will help you to plan your own strategy as you proceed. The case studies span the full breadth of the KAM experience: FMCG, Retail, B2B, Petrochemical, Speciality Chemical, Service Industry, Pharmaceutical, IT and Financial Services. With a CDROM containing ready-to-use application tools, Key Account Management has found a global resonance with business practitioners, whilst also establishing itself on many academic reading lists.

Download or read book Professional Selling written by Dawn Deeter-Schmelz and published by SAGE Publications. This book was released on 2024-02-04 with total page 362 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Professional Selling covers key sales concepts and strategies by highlighting detailed aspects of each step in the sales process, from lead generation to closing. Co-authored by faculty from some of the most successful sales programs in higher education, the Second Edition also offers unique chapters on digital sales, customer business development strategies, and role play. This title is accompanied by a complete teaching and learning package. Contact your Sage representative to request a demo. Learning Platform / Courseware Sage Vantage is an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support. It′s a learning platform you, and your students, will actually love. LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Learn more.

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 How to Start a Mobile Bartending Business written by Alan Stork and published by Alan Stork. This book was released on 2024-10-01 with total page 54 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ready to shake things up and turn your passion for mixology into a thriving mobile bartending business? Look no further! "How to Start a Mobile Bartending Business: Mixologist's Guide to Success" is your ultimate roadmap to craft a lucrative and exciting venture in the world of mobile bartending. Inside this comprehensive guide, you'll uncover the secrets to kick-starting your own mobile bartending business and achieving unparalleled success. Whether you dream of curating sensational cocktails at elegant weddings, elevating corporate events, or bringing the party to private celebrations, this book has all the ingredients you need! Key Features: Discover Your Profitable Niche: Learn how to carve a unique niche in the mobile bartending industry, catering to specific events and clients that align perfectly with your expertise and passion. Navigate Legal Considerations with Ease: Navigate the world of licenses, permits, and insurance like a pro, ensuring your business is fully compliant and protected. Craft Signature Cocktails: Unleash your creativity with our insider tips on concocting mouthwatering, Instagram-worthy cocktails that will leave guests raving. Master Top-Notch Customer Service: Deliver unforgettable experiences, leaving a lasting impression on clients and securing glowing testimonials. Scale for Unprecedented Growth: Maximize your potential for expansion by exploring strategic partnerships, adding value with additional services, and leveraging modern digital marketing techniques. Finances Simplified: Master the art of budgeting, pricing, and inventory management to ensure profitability and long-term financial stability. Whether you're a seasoned mixologist or a budding bartender with big dreams, "How to Start a Mobile Bartending Business: Mixologist's Guide to Success" equips you with the knowledge and tools to build a thriving mobile bartending business that exceeds expectations. Ready to toast to your dreams? Shake up your ambition, take charge of your destiny, and let this guide empower you to craft a profitable, fulfilling, and unforgettable mobile bartending venture. Cheers to your success!

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 Large scale Assessment Programs for All Students written by Gerald Tindal and published by Taylor & Francis. This book was released on 2012-12-06 with total page 470 pages. Available in PDF, EPUB and Kindle. Book excerpt: The need for a comprehensive volume that reviews both the processes and issues involved in developing, administering, and validating large-scale assessment programs has never been greater. These programs are used for many purposes, including instructional program evaluation, promotion, certification, graduation, and accountability. One of the greatest problems we face is how to deal with special needs and bilingual populations. Examining these processes and issues is the mission of this book. It is organized into the following five sections: Introduction, Validity Issues, Technical Issues, Implementation Issues, and Epilogue. Each chapter follows a common structure: Overview of critical issues, review of relevant research, descriptions of current assessment methodologies, and recommendations for the future research and practice. Written by nationally recognized scholars,Large-Scale Assessment Programs for All Students: Validity, Technical Adequacy, and Implementation will appeal to anyone seriously involved in large scale testing, including educators, policymakers, testing company personnel, and researchers in education, psychology, and public policy.

Download or read book The ASTD Handbook of Measuring and Evaluating Training written by Patricia Pulliam Phillips and published by Association for Talent Development. This book was released on 2010-06-16 with total page 251 pages. Available in PDF, EPUB and Kindle. Book excerpt: A follow-on to ASTD's best-selling ASTD Handbook for Workplace Learning Professionals, the ASTD Handbook of Measuring and Evaluating Training includes more than 20 chapters written by preeminent practitioners in the learning evaluation field. This practical, how-to handbook covers best practices of learning evaluation and includes information about using technology and evaluating e-learning. Broad subject areas are evaluation planning, data collection, data analysis, and measurement and evaluation at work.

Download or read book Handbook of Improving Performance in the Workplace Measurement and Evaluation written by James L. Moseley and published by John Wiley & Sons. This book was released on 2009-12-09 with total page 448 pages. Available in PDF, EPUB and Kindle. Book excerpt: HANDBOOK of IMPROVING PERFORMANCE IN THE WORKPLACE Volume 3: Measurement and Evaluation Volume Three of the Handbook of Improving Performance in the Workplace focuses on Measurement and Evaluation and represents an invaluable addition to the literature that supports the field and practice of Instructional Systems Design. With contributions from leading national scholars and practitioners, this volume is filled with information on time-tested theories, leading-edge research, developments, and applications and provides a comprehensive review of the most pertinent information available on critical topics, including: Measuring and Evaluating Learning and Performance, Designing Evaluation, Qualitative and Quantitative Performance Measurements, Evidence-based Performance Measurements, Analyzing Data, Planning Performance Measurement and Evaluation, Strategies for Implementation, Business Evaluation Strategy, Measurement and Evaluation in Non-Profit Sectors, among many others. It also contains illustrative case studies and performance support tools. Sponsored by International Society for Performance Improvement (ISPI), the Handbook of Improving Performance in the Workplace, three-volume reference, covers three core areas of interest including Instructional Design and Training Delivery, Selecting and Implementing Performance Interventions, and Measurement and Evaluation.

Download or read book Critical Learning for Social Work Students written by Sue Jones and published by SAGE. This book was released on 2009-03-10 with total page 129 pages. Available in PDF, EPUB and Kindle. Book excerpt: Students need to be critical, analytical and evaluative in their thinking, reading and writing when undertaking the challenge of a social work degree. While lecturers may highlight this need when marking assignments, there is limited space to explore these topics within an already tight social work curriculum. This concise guide helps to tackle this problem. It includes chapters on thinking critically, how to develop writing skills, how to reason, and finally, developing as a critical practitioner.

Download or read book Assessing Through the Lens of Social and Emotional Learning written by Cynthia Sistek and published by Corwin Press. This book was released on 2024-01-11 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Help usher in a new era of student assessment This empowering guide revolutionizes the assessment process by putting students at the center. Dive into practical strategies and best practices for fostering social and emotional learning (SEL) competencies through student-centered assessments and discover how you can transform classrooms into inclusive spaces where learning thrives. Inside you′ll find Humanistic assessing practices to integrate into everyday teaching and learning Best practices for designing and implementing savvy SEL assessments Ways to develop a classroom that is student empowered and culturally relevant Rubrics, portfolios, and digital tools that demonstrate students’ competencies and knowledge through an SEL lens Explore dozens of practical examples, case studies, and field-tested activities that support research-based teaching and learning across the curriculum. Assessing Through the Lens of Social and Emotional Learning inspires educators to move beyond traditional testing to focus on nurturing and fostering skills that students will need for both academic and lifelong success.

Download or read book Interview Questions and Answers written by Richard McMunn and published by How2Become Ltd. This book was released on 2013-05 with total page 161 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Generic skills in higher education written by Heidi Hyytinen and published by Frontiers Media SA. This book was released on 2023-04-28 with total page 169 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Introduction to Corrections written by Robert D. Hanser and published by SAGE Publications. This book was released on 2023-02-14 with total page 605 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction to Corrections provides students with a comprehensive foundation of corrections that is practitioner-driven and grounded in modern research and theoretical origins. This text uniquely illustrates how the day-to-day practitioner conducts business in the field of corrections in both institutional and community settings. Experienced correctional practitioner, scholar, and author Robert D. Hanser shows students how the corrections system actually works, from classification, to security, to treatment, to demonstrating how and why correctional practices are implemented. Key Features Balanced coverage of research and practice offers students a comprehensive view of the field and evidence-based practices as they prepare for a career in corrections and/or the criminal justice system. Assessment and classification from both institutional and community corrections perspectives offer students a well-rounded understanding of the field of corrections. Exclusive Prison Tour and Inmate videos provide a view into the daily operations of the correctional facilities at Angola State Penitentiary and Richwood Correctional Center with commentary from correctional staff. Engaging chapter-opening vignettes highlight important issues in corrections and allow students to understand the challenges corrections practitioners face each day. Various issues associated with specialized offender typologies help students understand a variety of offenders they will encounter in the field, such as female offenders, geriatric offenders, mentally ill offenders, gang offenders, and others.

Download or read book Resources in Education written by and published by . This book was released on 1998 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Lubricant Marketing Selling and Key Account Management written by R. David Whitby and published by CRC Press. This book was released on 2022-09-21 with total page 395 pages. Available in PDF, EPUB and Kindle. Book excerpt: The global lubricants market exceeds $110 billion, with strong future-estimated annual growth projections. While much has been written about the technical aspects of lubricant development, Lubricant Marketing, Selling, and Key Account Management fills a need for a comprehensive guide on the important commercial aspects of the business, offering unique and valuable insights from a veteran of the industry. It answers questions and offers insights on how to effectively market and sell all types of lubricants, including automotive, industrial, mining, marine, agricultural and aerospace, among others. Covers how and why people and companies buy lubricants. Instructs readers how to research and analyze markets and use the results to plan marketing and sales campaigns and activities. Details how to identify specific target market segments and sell to key lubricant accounts. Discusses how to forecast future demand for lubricants in all types of global markets. This practical book is written for technical and non-technical readers involved in the sale and management of lubricant products and offers hands-on guidance for how to successfully navigate and grow your profitability in this vitally important product sector.