Customer Oriented And Efficient Account Planning

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Customer Oriented and Efficient Account Planning

Author : Thomas Egner
Publisher :
ISBN 13 : 9783640434183
Total Pages : 86 pages
Book Rating : 4.4/5 (341 download)

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Book Synopsis Customer Oriented and Efficient Account Planning by : Thomas Egner

Download or read book Customer Oriented and Efficient Account Planning written by Thomas Egner and published by . This book was released on 2009 with total page 86 pages. Available in PDF, EPUB and Kindle. Book excerpt: The need for a more efficient management of customer relationships is the driving force beyond the increasing efforts to optimize the approach of the Customer Relationship Management (CRM) concept and therefore the Account Management Processes. 70% out of 280 companies state that the establishment of a Key Account Management (KAM) concept has lead to an increase of the annual turnover up to 25%, according to a market research study of the Mercuri International and the University of St. Gallen in 2003. Another 66% out of 262 companies announce that the implementation of an Account Management Organization has increased the company profit up to 25%.The average effects concerning turnover and profit, reasoned by the implementation of an professional Customer Management concept, lie between 27,2% (turnover) and 28,6% (profit), according the named study (Zupancic/Belz/Bußmann 2005, p.34). The Account Planning as an essential part of the Key Account Management Process influences all phases of the Customer Relationship Process and therefore has a direct impact on the creation of profitable growth. The Customer Relationship Management Process consists of three major phases, the Acquisition Phase, the Sales Phase and the Customer Retention Phase. Each of these phases faces different challenges and follows different objectives, in order to realize profitable and sustainable customer relationships (Hofbauer/Hellwig 2005, p.29). The results of the Account Planning determine the acquisition, the sales and the customer retention efforts by the means of customer specific resource allocation and strategy setting. Consequently, the Account Planning is an important and practicable instrument to realize the Customer Relationship Management approach by practical means. Besides the positive effects of the establishment of professional Customer Management concepts in companies, it is also proven that there is still a big potential for the improvement of the Account Management Processes. T

Efficient and customer oriented account planning

Author : Thomas Egner
Publisher :
ISBN 13 :
Total Pages : 208 pages
Book Rating : 4.:/5 (634 download)

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Book Synopsis Efficient and customer oriented account planning by : Thomas Egner

Download or read book Efficient and customer oriented account planning written by Thomas Egner and published by . This book was released on 2008 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Implementing Key Account Management

Author : Javier Marcos
Publisher : Kogan Page Publishers
ISBN 13 : 0749482761
Total Pages : 353 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Implementing Key Account Management by : Javier Marcos

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.

The Seven Keys to Managing Strategic Accounts

Author : Sallie Sherman
Publisher : McGraw Hill Professional
ISBN 13 : 0071436308
Total Pages : 225 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis The Seven Keys to Managing Strategic Accounts by : Sallie Sherman

Download or read book The Seven Keys to Managing Strategic Accounts written by Sallie Sherman and published by McGraw Hill Professional. This book was released on 2003-04-29 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters. Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides: A world-class competency model for strategic account managers Techniques for developing a program to manage and grow "co-destiny" relationships Examples and cases from Honeywell, 3M,and other leading corporations

Customer-Oriented Global Supply Chains: Concepts for Effective Management

Author : Eyob, Ephrem
Publisher : IGI Global
ISBN 13 : 1466602473
Total Pages : 336 pages
Book Rating : 4.4/5 (666 download)

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Book Synopsis Customer-Oriented Global Supply Chains: Concepts for Effective Management by : Eyob, Ephrem

Download or read book Customer-Oriented Global Supply Chains: Concepts for Effective Management written by Eyob, Ephrem and published by IGI Global. This book was released on 2012-03-31 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This book provides insights and supports executives, middle managers and practitioners concerned with the management of supply chain with expertise, knowledge, information and organizational management development in different types of industries"--Provided by publisher.

Customer-oriented Planning

Author : Robert W. Ferrell
Publisher :
ISBN 13 :
Total Pages : 253 pages
Book Rating : 4.:/5 (318 download)

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Book Synopsis Customer-oriented Planning by : Robert W. Ferrell

Download or read book Customer-oriented Planning written by Robert W. Ferrell and published by . This book was released on 1964 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The New Successful Large Account Management

Author : Robert B. Miller
Publisher : Kogan Page Publishers
ISBN 13 : 9780749445010
Total Pages : 230 pages
Book Rating : 4.4/5 (45 download)

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Book Synopsis The New Successful Large Account Management by : Robert B. Miller

Download or read book The New Successful Large Account Management written by Robert B. Miller and published by Kogan Page Publishers. This book was released on 2006 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: "With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships."- Damon Jones, COO, Miller Heiman, Inc."The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company."- Joseph L Cash, senior vice president of sales, Equifax Corporation"Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results."- Paul Wichman, vice president and senior division sales manager, Schwab Institution'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

Effectiveness, Quality and Efficiency: A Management Oriented Approach

Author : Ephraim F. Sudit
Publisher : Springer Science & Business Media
ISBN 13 : 9400918283
Total Pages : 123 pages
Book Rating : 4.4/5 (9 download)

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Book Synopsis Effectiveness, Quality and Efficiency: A Management Oriented Approach by : Ephraim F. Sudit

Download or read book Effectiveness, Quality and Efficiency: A Management Oriented Approach written by Ephraim F. Sudit and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 123 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a management oriented book about efficiency, quality and effectiveness designed for an audience of management practitioners, scholars, and students. The integrative approach developed in this book contains new ideas regarding quality and efficiency-based effective management. These ideas lend themselves to managerial applications. This work is not meant to provide an exhaustive account of the measurement, and applications of effectiveness, quality, and efficiency concepts. With the exception of the treatment of conventional productivity concepts and measurements in Chapter 2, and of production flexibility in Chapter 5, the discussion in this book is largely non-teclmical. Among management practitioners, the book may be of particular interest to managers with broad strategic orientations in the fields of production management, quality management, marketing, and management of human resources. The academic audience is likely to include scholars and students interested in strategic planning, applied productivity analysis, quality management, marketing management, and management of human resources. The book could also be used as a supplementary text to or part of the readings in basic and advanced courses in strategic management, production management, and quality management. Concepts and dimensions of efficiency, quality, and effectiveness, as used throughout this book, are introduced in Chapter 1. The intricate sets of relationships among effectiveness, quality, and efficiency are explored.

Quality Decision Management -The Heart of Effective Futures-Oriented Management

Author : E.G. Frankel
Publisher : Springer Science & Business Media
ISBN 13 : 1402089961
Total Pages : 115 pages
Book Rating : 4.4/5 (2 download)

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Book Synopsis Quality Decision Management -The Heart of Effective Futures-Oriented Management by : E.G. Frankel

Download or read book Quality Decision Management -The Heart of Effective Futures-Oriented Management written by E.G. Frankel and published by Springer Science & Business Media. This book was released on 2008-12-21 with total page 115 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over the years I have worked with or consulted for many managers throughout the world at all levels of industry and government. I have seen who succeeded, achieved goals, and made progress, and who failed or crashed. I have studied their methods of operation and their decision-making approach, as well as the range of people involved in the decision-making. I similarly personally managed large industrial and service organizations and their operations, and found that to succeed and have a content team of collaborators, decision-making had to be joint and delegated to the lowest competent and informed level. Using this approach not only improved the performance of the organization or firm, but also resulted in a more content, professional, cooperative, happy, and competent workforce. In general, people like to assume responsibility, particularly of functions with which they are intimately familiar. They enjoy the role of de- sion-maker and the use of their knowledge and experience in guiding their and related work. Delegation of decision-making not only infuses pride and conte- ment but also assures more informed, timely, and effective implementation of de- sions. It also adds to worker training and education as workers inquire, develop information and use of their own experience in improving their decision-making. Worker pride and feeling of control and involvement lead to contentment and s- isfaction which, in return, pays dividends in worker productivity, morale, retention, and resulting low turnover.

Media, Telecommunications, and Business Strategy

Author : Richard A. Gershon
Publisher : Routledge
ISBN 13 : 1136288910
Total Pages : 445 pages
Book Rating : 4.1/5 (362 download)

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Book Synopsis Media, Telecommunications, and Business Strategy by : Richard A. Gershon

Download or read book Media, Telecommunications, and Business Strategy written by Richard A. Gershon and published by Routledge. This book was released on 2013-07-18 with total page 445 pages. Available in PDF, EPUB and Kindle. Book excerpt: With today’s dynamic and rapidly evolving environment, media managers must have a clear understanding of different delivery platforms, as well as a grasp of critical management, planning, and economic factors in order to stay current and move their organizations forward. Developed for students in telecommunications management, media management, and the business of media, this text helps future media professionals understand the relationship and convergence patterns between the broadcast, cable television, telephony, and Internet communication industries. The second edition includes updated research throughout , including material on major business and technology changes and the importance of digital lifestyle reflected in e-commerce and personalized media selection, such as Netflix and iTunes, and the growing importance of Facebook and social networking from a business perspective.

Key Account Management

Author : Diana Woodburn
Publisher : John Wiley & Sons
ISBN 13 : 047097415X
Total Pages : 497 pages
Book Rating : 4.4/5 (79 download)

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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 2011-03-07 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.

Energy Efficiency in Motor Driven Systems

Author : Francesco Parasiliti
Publisher : Springer Science & Business Media
ISBN 13 : 364255475X
Total Pages : 579 pages
Book Rating : 4.6/5 (425 download)

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Book Synopsis Energy Efficiency in Motor Driven Systems by : Francesco Parasiliti

Download or read book Energy Efficiency in Motor Driven Systems written by Francesco Parasiliti and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 579 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book reports the state of the art of energy-efficient electrical motor driven system technologies, which can be used now and in the near future to achieve significant and cost-effective energy savings. It includes the recent developments in advanced electrical motor end-use devices (pumps, fans and compressors) by some of the largest manufacturers. Policies and programs to promote the large scale penetration of energy-efficient technologies and the market transformation are featured in the book, describing the experiences carried out in different parts of the world. This extensive coverage includes contributions from relevant institutions in the Europe, North America, Latin America, Africa, Asia, Australia and New Zealand.

International Encyclopedia of Hospitality Management

Author : Abraham Pizam
Publisher : Routledge
ISBN 13 : 1136394168
Total Pages : 708 pages
Book Rating : 4.1/5 (363 download)

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Book Synopsis International Encyclopedia of Hospitality Management by : Abraham Pizam

Download or read book International Encyclopedia of Hospitality Management written by Abraham Pizam and published by Routledge. This book was released on 2005-04-18 with total page 708 pages. Available in PDF, EPUB and Kindle. Book excerpt: The International Encyclopedia of Hospitality Management covers all of the relevant issues in the field of hospitality management from both a sectoral level: * Lodging * Restaurants * Clubs * Time-share * Conventions As well as a functional one: * Accounting & finance * Marketing * Human resources * Information technology * Facilities management Its unique user-friendly structure enables readers to find exactly the information they require at a glance; whether they require broad detail which takes a more cross-sectional view across each subject field, or more focussed information which looks closely at specific topics and issues within the hospitality industry today. Section Editors: Peter Harris - ACCOUNTING & FINANCE Oxford Brookes University, UK Zheng Gu - ACCOUNTING & FINANCE University of Nevada, Las Vegas, USA Randall Upchurch - CLUB MANAGEMENT & TIMESHARE MANAGEMENT University of Central Florida, USA Patti Shock - EVENT MANAGEMENT University of Nevada, Las Vegas, USA Deborah Breiter - EVENT MANAGEMENT University of Central Florida, USA David Stipanuk - FACILITIES MANAGEMENT Cornell University, USA Darren Lee-Ross - HUMAN RESOURCES MANAGEMENT James Cook University, Australia Gill Maxwell - HUMAN RESOURCES MANAGEMENT Caledonian Glasgow University, UK Dimitrios Buhalis - INFORMATION TECHNOLOGY University of Surrey, UK Allan Stutts - LODGING MANAGEMENT American Intercontinental University, USA Stowe Shoemaker - MARKETING University of Houston, USA Linda Shea - MARKETING University of Massachusetts, USA Dennis Reynolds - RESTAURANTS & FOODSERVICE MANAGEMENT Washington State University, USA Arie Reichel - STRATEGIC MANAGEMENT Ben-Gurion University, Israel

Productivity and Peak Performance: Secrets to Extraordinary Focus, Efficiency, and Time Management from the World’s Top Performers

Author : Ian Tuhovsky
Publisher : Positive Coaching LLC
ISBN 13 :
Total Pages : 157 pages
Book Rating : 4./5 ( download)

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Book Synopsis Productivity and Peak Performance: Secrets to Extraordinary Focus, Efficiency, and Time Management from the World’s Top Performers by : Ian Tuhovsky

Download or read book Productivity and Peak Performance: Secrets to Extraordinary Focus, Efficiency, and Time Management from the World’s Top Performers written by Ian Tuhovsky and published by Positive Coaching LLC. This book was released on with total page 157 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do You Want To Be The Best Version Of Yourself? Do you want to get the big promotion, score that big raise, quit your bad habits, and build your dream life? If you are reading this, then the answer is probably "YES, I DO!" Great! Let's Break The Barriers That Are Holding You Back & Unleash Your True Potential! But first, let's talk about successful men and women. The pioneers. The visionaries. The ones at the top of the ladder. Elon Musk, Warren Buffett, Bill Gates, Oprah Winfrey, Jeff Bezos, Richard Branson. They were not born with the "peak productivity" or the "ultra-success" genes. Even if Elon Musk was an office worker or Jeff Bezos was a carpenter, success would find them. The question is simple. Why? Because those "Chosen Few" have a system. A strategy that allows them to reach peak performance, master time management, and supercharge productivity. That's what you are about to learn too. Top 5 Key Takeaways From This Peak Performance Book: ✅ Understand Yourself & What You Can Do ✅ Discover What Matters & Set Your Eye On The Price ✅ Prepare For Success & Do Not Let The Fear Of Failure Prevent You ✅ Reorient Your Priorities & Start Building Habits That Get You Closer To Your Goal ✅ Be Laser-Focused, Stop Multitasking & Be Consistent No Matter The Circumstances Each Day Why Choose This Step-By-Step Peak Performance Life Guide? Ian Tuhovsky, the best-selling author of " Self-Discipline: Mental Toughness Mindset" and "Emotional Intelligence: A Practical Guide to Making Friends with Your Emotions and Raising Your EQ", has created an in-depth analysis of positive psychology, performance management, performance psychology, and time management productivity that will allow you to: ✔️ Manage Your Time: unlike other time management books, this focus book will help you make the most of your time. ✔️ Trust The Process: progress is a slow process and top performance is the fruit of a day-by-day process. ✔️ Build Good Habits: just like all other Ian Tuhovsky books, this psychology book will offer you an easy-to-follow plan. ✔️ MY GIFT TO YOU INSIDE: Link to download my 120-page e-book “Mindfulness Based Stress and Anxiety Management Tools” for free! What Are You Waiting For? Click "Buy Now", Break Your Own Barrier & Become A Top Performer!

Human Centered Management in Executive Education

Author : Maria-Teresa Lepeley
Publisher : Springer
ISBN 13 : 1137555416
Total Pages : 321 pages
Book Rating : 4.1/5 (375 download)

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Book Synopsis Human Centered Management in Executive Education by : Maria-Teresa Lepeley

Download or read book Human Centered Management in Executive Education written by Maria-Teresa Lepeley and published by Springer. This book was released on 2017-03-23 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: Human Centered Management in Executive Education provides a comprehensive insight on innovation in Executive Education with a unique global scope. The book integrates studies and experiences of 32 distinguished scholars from 15 countries who are working in the development of theories and practices to advance the human centered management paradigm, sustainability-based quality standards and continuous improvement in education. The discussion presents a well-balanced outlook that combines and contrasts research and programs from 16 developed and 16 developing countries, and the visions of 10 female and 22 male authors from North America, South America, Europe, Asia, the Middle East and Africa.

Account Management Strategies

Author : Rameshwar Kumar
Publisher : Independently Published
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.3/5 (972 download)

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Book Synopsis Account Management Strategies by : Rameshwar Kumar

Download or read book Account Management Strategies written by Rameshwar Kumar and published by Independently Published. This book was released on 2023-06-05 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Account management strategies are essential for businesses to effectively manage their relationships with clients and customers. It involves developing and implementing strategies that focus on nurturing existing accounts, building customer loyalty, and maximizing revenue opportunities. This article will discuss some key strategies businesses can employ to enhance their account management practices. One fundamental approach is to adopt a customer-centric mindset. By understanding the unique needs and preferences of each client, businesses can tailor their products or services to meet those specific requirements. Regular communication and feedback mechanisms should be established to ensure that clients feel valued and heard. This customer-focused approach fosters long-term relationships, enhances customer satisfaction, and encourages repeat business. Another vital aspect of account management is maintaining a deep understanding of clients' businesses. Account managers should actively stay informed about industry trends, challenges, and opportunities that may impact their clients. By becoming a trusted advisor, account managers can provide valuable insights, recommendations, and solutions that address clients' evolving needs. Regular client meetings, business reviews, and performance assessments enable account managers to proactively identify areas for improvement and offer strategic guidance. Additionally, businesses should leverage technology to streamline their account management processes. Customer relationship management (CRM) systems can centralize client information, track interactions, and provide valuable analytics. These tools facilitate better communication, enable personalized interactions, and enhance efficiency. Automated workflows and alerts can be implemented to ensure timely follow-ups, renewals, and upselling opportunities. Collaboration and teamwork are also crucial in account management. Businesses should encourage cross-functional collaboration, involving sales, marketing, and customer support teams, to provide a seamless and unified customer experience. This collaborative approach ensures that all client touchpoints are aligned, leading to a consistent and cohesive relationship with the client. Regular account reviews and performance metrics are essential for evaluating the effectiveness of account management strategies. By analyzing key performance indicators (KPIs) such as revenue growth, customer retention, and satisfaction levels, businesses can identify areas of success and areas that need improvement. This data-driven approach helps in making informed decisions and adjusting strategies to optimize outcomes. Lastly, continuous professional development and training for account managers are critical. They should stay updated on industry trends, market dynamics, and new technologies. Developing strong interpersonal and communication skills is also vital for effective account management. By investing in the growth and development of account managers, businesses can ensure that they have the knowledge and expertise required to deliver exceptional service and results. In conclusion, successful account management strategies involve adopting a customer-centric approach, understanding clients' businesses, leveraging technology, fostering collaboration, analyzing performance metrics, and investing in professional development. By implementing these strategies, businesses can cultivate long-term relationships.

Building Professionals Facing the Energy Efficiency Challenge

Author : Géraldine Molina
Publisher : John Wiley & Sons
ISBN 13 : 1786301490
Total Pages : 356 pages
Book Rating : 4.7/5 (863 download)

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Book Synopsis Building Professionals Facing the Energy Efficiency Challenge by : Géraldine Molina

Download or read book Building Professionals Facing the Energy Efficiency Challenge written by Géraldine Molina and published by John Wiley & Sons. This book was released on 2018-03-07 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: The aim of this book is to deepen the knowledge of dynamic evolution of professional practices (recomposition of knowledge and know-how, inter-relations, strategic positioning) taking place at the time of the injunction to energy efficiency in the design field, construction and management of real estate. From their experience feedback, the challenge of this book is to question the logic of innovation, to enlighten the dynamic learning and renewal of professional skills.