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Lubricant Marketing Selling And Key Account Management
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Book Synopsis Lubricant Marketing, Selling, and Key Account Management by : R. David Whitby
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 437 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.
Book Synopsis Lubricant Marketing, Selling, and Key Account Management by : R. David Whitby
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.
Book Synopsis Successful Global Account Management by : Kevin Wilson
Download or read book Successful Global Account Management written by Kevin Wilson and published by Kogan Page Publishers. This book was released on 2002 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers.
Book Synopsis Key Account Management by : Joel Le Bon
Download or read book Key Account Management written by Joel Le Bon and published by Business Expert Press. This book was released on 2015-05-07 with total page 82 pages. Available in PDF, EPUB and Kindle. Book excerpt: Now more than ever, companies are faced with a critical and challenging truth. Today’s customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make dif cult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide- lines for executives and sales leaders, this book can serve as an instruction manual and toolbox for organizations working to achieve success through their key account strategies to meet the demand of their key customers.
Book Synopsis Successful Key Account Management In A Week by : Grant Stewart
Download or read book Successful Key Account Management In A Week written by Grant Stewart and published by Teach Yourself. This book was released on 2012-03-30 with total page 116 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key account management just got easier 'This little book is a real gem' Professor Malcolm McDonald Key account management is increasingly important and must keep pace with its customers as they continually develop and evolve, often resulting in increasingly sophisticated buying structures. The key account manager therefore requires a wide variety of skills in order to be successful; this is not only an important job role in its own right, it is often a stepping stone to career development, leading to more senior management jobs. Successful Key Account Management In A Week is a week long course. On Sunday you are encouraged to Know your customer as success depends on a relationship that is both rewarding and valuable. On Monday you will Analyse your growth opportunities. The competitiveness of the company must be appraised to enable the identification of sales growth opportunities and all major accounts should be compared in appeal and position to give an indication of the strategy to be adopted for customers. On Tuesday you will Measure profits by account. You will be shown how to measure the profitability of major customers and to draw up league tables to enable profit improvement strategies. On Wednesday you will Plan for success, building on the analysis of growth opportunities and profit measurement already considered, to result in a best judgement final plan. On Thursday you will learn to Negotiate to win-win; success relies on understanding the difference between negotiation and selling and being able to conduct negotiations to produce a win-win situation in which the objectives of both sides are considered. On Friday you will look at Control activity levels and the monitoring of standards of performance to enable the presentation of plans and progress, allowing the measurement of success against these plans. And finally, on Saturday you are reminded to Manage relationships with an introduction to the Relationship Model which describes how business with a customer changes as it moves from a transactional or short-term sales achievement, to collaboration with long-term customer value and retention. 'This little book is a real gem, which you should read, use and keep handy for continuous reference. If you follow the straightforward guidelines in this book, your company's future is assured' Professor Malcolm McDonald, Former Professor of Marketing and Deputy Director, Cranfield University School of Management
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 Key Customers written by Malcolm McDonald and published by Butterworth-Heinemann. This book was released on 2000 with total page 343 pages. Available in PDF, EPUB and Kindle. Book excerpt: Developing successful business-to-business relationships with more powerful 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 in a practical way that can be implemented in all organizations. In particular 'Key Customers' looks at: * why has key account management become so critical to commercial success? * what are the key challenges and how do successful companies respond? * why is it vital to understand the role of key account management in strategic pla.
Book Synopsis Key Account Management by : Peter Cheverton
Download or read book Key Account Management written by Peter Cheverton and published by . This book was released on 1999 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key Account Management (KAM) is central to any company's sales and marketing strategy. This practical handbook puts forward a planning methodology for identifying, obtaining, retaining and developing key customers. It contains examples, techniques, diagrams, action points and checklists.
Book Synopsis Essentials of Logistics and Management by : Francis Luc Perret
Download or read book Essentials of Logistics and Management written by Francis Luc Perret and published by . This book was released on 2007 with total page 536 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text provides an investigation into the knowledge required to maximise the practice of logistics towards the ends of contributing to a company's growth. The text elaborates upon a conceptual framework in which all stakes and themes of logistics are analysed.
Book Synopsis Lubricant Blending and Quality Assurance by : R. David Whitby
Download or read book Lubricant Blending and Quality Assurance written by R. David Whitby and published by CRC Press. This book was released on 2018-10-24 with total page 245 pages. Available in PDF, EPUB and Kindle. Book excerpt: Many people, including those involved in the manufacturing, marketing and selling of lubricants, believe that blending lubricants is simply a matter of putting one or more base oils and several additives into a tank of some kind and stirring them around to mix them. Blending lubricants that meet customers’ demands requires much more than this. The correct ingredients of the right quality need to be used in precisely controlled quantities. The ingredients need to be tested prior to blending and the finished products need to be tested following blending. The ingredients need to be stored and mixed under carefully controlled conditions. The finished lubricants need to be stored and packaged carefully and then delivered to customers correctly. This book discusses all of these issues, describes the different types of equipment used to blend lubricants, provides guidance on how best to use this equipment, and offers tips and techniques to help to avoid problems. It focuses on liquid lubricants. Greases are not discussed, as their manufacture involves very different manufacturing procedures compared with those concerned with liquid lubricants. The book starts with descriptions and discussion of the properties and characteristics of the main types of mineral and synthetic base oils, as well as the properties and characteristics of the main types of additives that are used in lubricant formulations. Criteria and methodologies used to design both new and upgraded blending plants are covered next. The types and operation of the equipment used in lubricant blending plants are described and discussed, together with a chapter on how to avoid problems before, during, and after blending. Testing and analysis of base oils, additives, and blended lubricants are covered in two separate chapters. Procedures for quality control and quality management in lubricant blending plants are also discussed in two separate chapters. Types of packages for lubricants are reviewed, together with methods for filling packages and methods for transporting lubricants in bulk. The storage of lubricants and supply chain management is also covered in depth.
Download or read book Key Account Management written by and published by . This book was released on 2007* with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers.
Download or read book Lubrication Engineering written by and published by . This book was released on 1991 with total page 1114 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Chemical Engineer written by and published by . This book was released on 2008 with total page 944 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Strategic Marketing in the Global Forest Industries by : Heikki Juslin
Download or read book Strategic Marketing in the Global Forest Industries written by Heikki Juslin and published by . This book was released on 2002 with total page 616 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Sales Management written by and published by . This book was released on 1940 with total page 1048 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Profit Brand written by Nick Wreden and published by Kogan Page Publishers. This book was released on 2007 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Profit Brand presents a results-driven view of branding that any CEO or CFO would applaud. While branding strategies often concern themselves with "awareness," "visibility," "impact," and "image," author Nick Wreden shifts the focus to the bottom line. He offers a comprehensive metrics-based approach to branding that allows companies to link branding activities directly with profits. Wreden looks at the inefficiencies of traditional branding strategies that stress customer acquisition over customer retention. Customer loyalty, he argues, is the key to delivering profitability. With this in mind, he explores loyalty schemes, the need to own the customer experience, and the means of leveraging allies as brand ambassadors. He covers topics such as segmentation, optimization, pricing, and communication strategies and explores accountability systems such as six sigma, CRM, and scorecards. Citing examples from global brands such as IBM, Disney, Amex and KLM, the book highlights marketing practices both good and bad.
Book Synopsis Customer Centricity by : Peter Fader
Download or read book Customer Centricity written by Peter Fader and published by . This book was released on 2012 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt: Not all customers are created equal. Despite what the tired old adage says, the customer is not always right. Not all customers deserve your best efforts: in the world of customer centricity, there are good customers...and then there is pretty much everybody else. Upending some of our most fundamental beliefs, renowned behavioral data expert Peter Fader, Co-Director of The Wharton Customer Analytics Initiative, helps businesses radically rethink how they relate to customers. He provides insights to help you revamp your performance metrics, product development, customer relationship management and organization in order to make sure you focus directly on the needs of your most valuable customers and increase profits for the long term.
