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Best Account Manager Ever
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Book Synopsis Key Account Management by : Diana Woodburn
Download or read book Key Account Management written by Diana Woodburn and published by John Wiley & Sons. This book was released on 2012-11-13 with total page 497 pages. Available in PDF, EPUB and Kindle. Book excerpt: "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.
Book Synopsis The Art of Client Service by : Robert Solomon
Download or read book The Art of Client Service written by Robert Solomon and published by John Wiley & Sons. This book was released on 2016-03-17 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
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 304 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
Book Synopsis Key Account Plans by : Lynette Ryals
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.
Book Synopsis Key Account Management by : Peter Cheverton
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.
Book Synopsis Selling to Major Accounts by : Terry R. Bacon
Download or read book Selling to Major Accounts written by Terry R. Bacon and published by AMACOM Div American Mgmt Assn. This book was released on 1999 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher Fact Sheet This valuable book demonstrates with powerful tools, processes, & successful techniques how to build strong relationships with key customers.
Download or read book Great on the Job written by Jodi Glickman and published by Macmillan + ORM. This book was released on 2011-05-10 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The corporate sales winners guide: Transform your life and become a top sales performer by : Gerrit Jan de Vries
Download or read book The corporate sales winners guide: Transform your life and become a top sales performer written by Gerrit Jan de Vries and published by Maximaalski. This book was released on 2020-08-26 with total page 190 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get an unfair advantage over your colleagues! Conquer and defend your position in any company. Earn thousands of Dollars in bonus and help great customers! 1. Are you considering a job as an account manager in corporate sales? 2. Do you already work in business development and do you want to sell more and earn big bonuses? 3. How do you find new customers and creatively negotiate a great deal? 4. And how do you survive in a large company, where everything revolves around visibility, image, targets and performance? 5. How do you deal with various types of managers, hidden internal networks and colleagues who want to achieve their target at your expense? In this book, I will show you why everyone should consider a job as a salesperson in corporate sales, how to apply and get hired. I am going to show you how to conquer and defend your position in the tough industry. You will learn how to beat colleagues and competitors, recognize and manipulate different types of managers, and how to strengthen your personal brand. I will teach you how to avoid crucial pitfalls and dangers, that would otherwise cost you a lot of time and money. I will show you how you can have a successful meeting with any customer. And how you can still win complicated RFP-tenders. I will give you tips and creative tools on how to close many great deals by effectively negotiating and achieving your target. In addition to unique examples from recognizable practice, I will also show you how you can maximize your income from every sales commission plan. And how you can properly invest that extra income again, to eventually become financially independent faster, or to start your own business. *This is the book that will give you an unfair advantage over your colleagues. *This is the book that will make you enjoy going to work. *This is the book that will enable you to earn a lot more money. *This book will change your life.... Starting today! Do you have any questions after reading my book or can I help you personally with something? Follow me here or on LinkedIn and send me a message. I am looking forward to hearing from you! About Gerrit Jan de Vries I want to help you to become successful in sales much faster, by avoiding crucial mistakes that many salespeople make! I will teach you, how to get an unfair competitive advantage over your internal and external competitors. You too can enjoy the very best and most profitable career you could ever imagine.... Sales! Together we will maximize your commercial potential! Gerrit Jan de Vries is an experienced business development and sales specialist in the field of data center and global connectivity. He has worked for international companies in various positions.
Download or read book Wild Life written by Liam Brown and published by Legend Press Ltd. This book was released on 2016-06-13 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: A successful man’s downfall leads him to a hidden world of survival in this “compelling, chilling investigation into the dark instincts of masculinity” (The Guardian, UK). When Adam loses his high-status advertising job, it shatters his self-image, as well as the fragile equilibrium of his life. Fleeing his debtors, Adam abandons his family and takes to sleeping rough in a local park. But just as Adam is about to truly hit bottom, he is befriended by a fraternity of homeless men. Joining their self-sufficient society, Adam soon learns to appreciate the tough new regimen: secret crop cultivation, daily yoga—and on Sundays, hand-to-hand combat. It’s a paradise—until winter comes. Starving and exhausted, Adam decides to return to comforts of his old life. But the men have other plans for him. Now, in order to survive, Adam is forced to confront his own wildness within.
Book Synopsis Mastering Account Management by : Dan Englander
Download or read book Mastering Account Management written by Dan Englander and published by CreateSpace. This book was released on 2015-01-12 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: You're up to 55% more likely to win business with an existing customer than with an outside prospect. Mastering Account Management is your blueprint for winning long-term business with your highest potential buyers (your customers). From selling millions in high-end video services and managing projects in the New York advertising world, Dan Englander learned that most companies don't take the right steps to farm repeat business. Instead of focusing on time-consuming lead generation tactics, a replicable account management process will produce better and faster returns. Englander's 102-step guide will show you how to create one for your business. Learn what the top account managers do: Systematize repeat business. Achieve flexibility and freedom by keeping a barrier between sales and customer or client service. Build long-term partnerships by prioritizing experience over output. Make life easier by leveraging new apps, tools, and high-tech shortcuts. Maximize networking referrals. Mastering Account Management will give you the right framework for winning more deals, delighting your customers, and achieving peace of mind. It's equal parts sales and customer service, with a healthy sprinkling of technology. Those who enjoyed Spin Selling and The Art of Client Serviceare sure to gain a lot from this book, as will fans of the The 4-Hour Workweek. Order Today and access a library of digital resources!
Book Synopsis Successful Key Account Management by : David Hughes
Download or read book Successful Key Account Management written by David Hughes and published by Troubador Publishing Ltd. This book was released on 2020-09-15 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: Successful Key Account Management is the culmination of David Hughes’ nearly forty years of experience in a B2B (business to business) sales environment, with the last thirty years spent in a variety of key account management roles looking after strategic customers based in the UK and Europe. The ability to sell effectively is fundamental to the success of any business, and the role of account managers is to develop robust, long-term relationships between customers and their preferred suppliers. This book will benefit new account managers still developing their skills as well as more experienced colleagues looking to ensure that their abilities are well rounded and up-to-date. It gives numerous examples and easy to follow advice that can then be adapted to the readers’ individual circumstances.
Book Synopsis Global Account Management by : Peter Cheverton
Download or read book Global Account Management written by Peter Cheverton and published by Kogan Page Publishers. This book was released on 2008-01-03 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: Global Account Management explains the significant challenges of establishing a global account strategy and guides you 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. It shows you the issues you need to consider from the point of view of both your customers and your company's internal structure. Author Peter Cheverton - an expert practitioner and teacher of account management - highlights the difference between an international company operating in different markets and one that can be considered as truly global. He reveals that, to operate accounts globally, you need to understand whether your client has consistent needs across different countries; possesses a global operational structure; and has the ability to implement global decisions. He then details the factors critical to your successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous - Global Account Management gives you the information and insight you need to establish the best long-term relationships with your biggest clients, and - most importantly of all - secure the future success of your company. Global Account Management is an essential guide for business directors, sales and marketing directors, and global account managers.
Book Synopsis Best Account Manager. Ever by : Profession H Notebook
Download or read book Best Account Manager. Ever written by Profession H Notebook and published by . This book was released on 2019-12-07 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: Best Account Manager. Ever. Lined Notebook (110 Pages 6" x 9" )
Book Synopsis Key Account Management by : Malcolm McDonald
Download or read book Key Account Management written by Malcolm McDonald and published by . This book was released on 1998 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad. Based on extensive and unique research by Cranfield School of Management, Key Account Management presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization. Addresses one of the key new areas in strategic marketing practice Ideal for practitioners and students Based on the unique expertise of the Cranfield Marketing Faculty
Book Synopsis The New Account Manager by : Don Dickinson
Download or read book The New Account Manager written by Don Dickinson and published by Routledge. This book was released on 2009 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Global Account Management by : Peter Cheverton
Download or read book Global Account Management written by Peter Cheverton and published by Kogan Page Publishers. This book was released on 2008 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Secrets of Successful Strategic Account Management by : Richard Santucci
Download or read book The Secrets of Successful Strategic Account Management written by Richard Santucci and published by iUniverse. This book was released on 2022-04-25 with total page 94 pages. Available in PDF, EPUB and Kindle. Book excerpt: Richard Santucci and David Hughes leverage their combined fifty plus years of experience in industrial sales in this guide that reveals how to take care of your most important customers. The Secrets of Successful Strategic Account Management begins by highlighting why companies must establish a strategic account program. The authors then lay out an easy-to-follow process to build such a program. The guide presents in layman’s terms a successful and proven process to enhance sales at twice a company’s average growth rate through strategic account management techniques. Learn how to: • identify strategic accounts; • select effective strategic account managers; • build out a team focused on bolstering business; • avoid common mistakes that cut into profits. Join the authors on a journey focused on boosting revenue growth and profitability, preventing losses, and converting customers into valued partners through strategic account management. “Santucci and Hughes have done a great job of laying out a playbook for developing a robust strategic account program, with some great tools and templates that will help the reader develop their own program.” —Naren Gursahaney, Non-Executive Chair of the Board-Terminix “The Secrets of Successful Strategic Account Management is the perfect blend of theory and implementation to guide your company in building strategic account management capabilities. Santucci and Hughes deliver insight and practical tips drawing upon their years of sales leadership. A superb handbook for corporate executives.” —Christopher Stevens-CEO, Unibloc-Pump, LLC
