Management Through Accounts

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Accounts Receivable Management Best Practices

Author : John G. Salek
Publisher : John Wiley & Sons
ISBN 13 : 0471741914
Total Pages : 304 pages
Book Rating : 4.4/5 (717 download)

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Book Synopsis Accounts Receivable Management Best Practices by : John G. Salek

Download or read book Accounts Receivable Management Best Practices written by John G. Salek and published by John Wiley & Sons. This book was released on 2005-10-24 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Accounts Receivable Management BestPractices "An excellent reference tool on how to manage the accountsreceivable process for any company. The use of real-life examplesmakes the concepts easy to understand. I recommend the book toanyone who wants to improve cash flow and reduce bad debtloss." —Michael E. Beaulieu, Senior Vice President, Finance CardinalHealth "Rather than simply explaining how to get the greatest returnfrom an investment in accounts receivable, John G. Salek revealshow companies shoot themselves in the foot when management setspolicies and procedures without consideration of the impact on cashflow. Accounts Receivable Management Best Practices isn't just forcredit and collection professionals who often spend more timecleaning up process errors and other corporate 'garbage,' insteadof managing risk. It should be required reading for C-levelexecutives, the sales staff, operations managers, and anybody elsewhose job impacts the order-to-cash cycle." —David Schmidt, Principal, A2 Resources Coauthor of PowerCollecting: Automation for Effective Asset Management "Enhancing a company's competitive profile is all about givingenough customers the right product, at the right price, at theright time. This author's real-world approach to accomplishing thisgoal through the prism of receivables management makes this book amust-read for those companies looking to make their mark as anorganization that cares about its customers as well as their ownneed to produce financial results." —Bruce C. Lynn, Managing Director The Financial ExecutivesConsulting Group, LLC "I have worked with John Salek since 1992, both as his clientand as a project manager working with his organization. Hisknowledge of receivables management . . . the technology, theprocesses, and the formula for success . . . are unsurpassed in thefield." —Stephen L. Watts, Manager, Global Receivables (retired)General Electric Medical Systems "Mr. Salek has written a masterpiece on the intricacies andmanagement of the accounts receivable portfolio. I would recommendthis book to CFOs, controllers, treasurers, credit managers, andsmall business owners." —Steve Kozack, Credit Manager Lennox Hearth Products "Written by an author who has been in the trenches and citesactual examples. This is not written in theory, but frompractice." —Milt Dardis, Collection Consultant Dardis &Associates

Managerial Accounting

Author : Kurt Heisinger
Publisher :
ISBN 13 : 9781453345276
Total Pages : 646 pages
Book Rating : 4.3/5 (452 download)

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Book Synopsis Managerial Accounting by : Kurt Heisinger

Download or read book Managerial Accounting written by Kurt Heisinger and published by . This book was released on 2014 with total page 646 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Management Through Accounts

Author : James Harris Bliss
Publisher :
ISBN 13 :
Total Pages : 880 pages
Book Rating : 4.:/5 (89 download)

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Book Synopsis Management Through Accounts by : James Harris Bliss

Download or read book Management Through Accounts written by James Harris Bliss and published by . This book was released on 1924 with total page 880 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Integrated Account Management

Author : Mark A. Peck
Publisher : AMACOM/American Management Association
ISBN 13 : 9780814403334
Total Pages : 318 pages
Book Rating : 4.4/5 (33 download)

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Book Synopsis Integrated Account Management by : Mark A. Peck

Download or read book Integrated Account Management written by Mark A. Peck and published by AMACOM/American Management Association. This book was released on 1997 with total page 318 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text features a proactive and personal approach that creates mutually beneficial customer relationships. Advice is given on how to select appropriate clients for the IAM system, how to hire and train an account management team, and how to conduct workshops to discover the needs of customers.

Key Account Manager's Pocketbook

Author : Roger E. Jones
Publisher :
ISBN 13 : 9781906610593
Total Pages : 112 pages
Book Rating : 4.6/5 (15 download)

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Book Synopsis Key Account Manager's Pocketbook by : Roger E. Jones

Download or read book Key Account Manager's Pocketbook written by Roger E. Jones and published by . This book was released on 2013-09 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: The new, 2nd edition of the Key Account Manager's Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge. It opens by describing the key account manager's role and then goes on to describe how to rise up the so-called customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers. The author next explains how to develop the 'key account development plan', how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business. The final chapter runs through the essential steps of key account handling. There are short exercises throughout which, if carried out, will help to reinforce the key learning points.

Manage Globally, Sell Locally

Author : A. Lee Blackstone
Publisher : McGraw Hill Professional
ISBN 13 : 9780786303304
Total Pages : 230 pages
Book Rating : 4.3/5 (33 download)

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Book Synopsis Manage Globally, Sell Locally by : A. Lee Blackstone

Download or read book Manage Globally, Sell Locally written by A. Lee Blackstone and published by McGraw Hill Professional. This book was released on 1995 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: "... Addresses the factors that make managing the account relationship different from territory management, and offers tools to help the account manager measure success or position within the account. ... Outlines how a team approach can be used to successfully sell at all levels of the customer's organization."--Book jacket.

Key Account Management in the Financial Services Industry

Author : Peter Cheverton
Publisher : Kogan Page Publishers
ISBN 13 : 0749448857
Total Pages : 344 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Key Account Management in the Financial Services Industry by : Peter Cheverton

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.

Mastering Account Management

Author : Dan Englander
Publisher : CreateSpace
ISBN 13 : 9781500958930
Total Pages : 120 pages
Book Rating : 4.9/5 (589 download)

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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!

Key Account Management in Business-to-Business Markets

Author : Stefan Wengler
Publisher : Springer Science & Business Media
ISBN 13 : 383509355X
Total Pages : 309 pages
Book Rating : 4.8/5 (35 download)

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Book Synopsis Key Account Management in Business-to-Business Markets by : Stefan Wengler

Download or read book Key Account Management in Business-to-Business Markets written by Stefan Wengler and published by Springer Science & Business Media. This book was released on 2007-11-06 with total page 309 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.

Key Account Management in Financial Services

Author : Peter Cheverton
Publisher : Kogan Page Publishers
ISBN 13 : 9780749441876
Total Pages : 356 pages
Book Rating : 4.4/5 (418 download)

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Book Synopsis Key Account Management in Financial Services by : Peter Cheverton

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.

Public Financial Management in Peru An OECD Peer Review

Author : OECD
Publisher : OECD Publishing
ISBN 13 : 926496830X
Total Pages : 208 pages
Book Rating : 4.2/5 (649 download)

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Book Synopsis Public Financial Management in Peru An OECD Peer Review by : OECD

Download or read book Public Financial Management in Peru An OECD Peer Review written by OECD and published by OECD Publishing. This book was released on 2023-02-23 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: This report analyses current public financial management practices in Peru in light of OECD recommendations and good practices, and identifies areas where Peru could improve. It focuses on four areas: budgetary practices and governance; treasury modernisation and cash management systems; ensuring a fiscally sustainable, competitive pay regime for the Peruvian public sector; and public infrastructure programming, budgeting and management.

Advertising Management by Dr. F. C. Sharma (eBook)

Author : Dr. F. C. Sharma
Publisher : SBPD Publications
ISBN 13 : 9351671011
Total Pages : 181 pages
Book Rating : 4.3/5 (516 download)

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Book Synopsis Advertising Management by Dr. F. C. Sharma (eBook) by : Dr. F. C. Sharma

Download or read book Advertising Management by Dr. F. C. Sharma (eBook) written by Dr. F. C. Sharma and published by SBPD Publications. This book was released on 2020-12-12 with total page 181 pages. Available in PDF, EPUB and Kindle. Book excerpt: An excellent book for commerce students appearing in competitive, professional and other examinations.1. Introduction to Advertising, 2. Scope and Forms of Advertising, 3. The Social and Economic Aspects of Advertising, 4. Ethics and Truths in Indian Advertising, 5. Introduction to Integrated Marketing Communications (IMC), 6. Communication—An Introduction, 7. Communication Process in Advertising, 8. Branding and Advertising, 9. Setting Advertising Objectives (Promotional Objectives), 10. Advertising Budget, 11. Advertising Agency, Organisation and Department, 12. Advertising Appeals, 13. Advertising Copy (Meaning, Components and Types), 14. Creativity in Advertising, 15. Planning an Advertising Campaign and Advertising Scheduling, 16. Media Planning and Strategy, 17. Advertising Research, 18. Testing or Evaluation of Advertising Effectiveness, 19. International Advertising.

Effective Project Management Through Applied Cost and Schedule Control

Author : James Bent
Publisher : CRC Press
ISBN 13 : 9780824797157
Total Pages : 534 pages
Book Rating : 4.7/5 (971 download)

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Book Synopsis Effective Project Management Through Applied Cost and Schedule Control by : James Bent

Download or read book Effective Project Management Through Applied Cost and Schedule Control written by James Bent and published by CRC Press. This book was released on 1996-05-01 with total page 534 pages. Available in PDF, EPUB and Kindle. Book excerpt: This work outlines a state-of-the-art project control and trending programme, focusing on advanced applied-cost and schedule-control skills for all phases of a project at both owner and contractor level. It contains information on the three major aspects of the total project programme: the techniques and procedures utilized for a project; the experience and analytical ability of project personnel; and the commitment and teamwork of a project group.

Key Account Management and Planning

Author : Noel Capon
Publisher : Simon and Schuster
ISBN 13 : 0743215443
Total Pages : 482 pages
Book Rating : 4.7/5 (432 download)

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Book Synopsis Key Account Management and Planning by : Noel Capon

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.

Financial Management In Health Services

Author : Gruen, Reinhold
Publisher : McGraw-Hill Education (UK)
ISBN 13 : 0335218512
Total Pages : 280 pages
Book Rating : 4.3/5 (352 download)

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Book Synopsis Financial Management In Health Services by : Gruen, Reinhold

Download or read book Financial Management In Health Services written by Gruen, Reinhold and published by McGraw-Hill Education (UK). This book was released on 2005-09-01 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: Although financial management is a highly effective means of implementing key policies in health services, it tends to get little attention, being seen as a necessary but unglamorous area of management. This book shows how health care policies and programmes to promote the health of the public can be supported through financial management techniques. No formal understanding of financial systems is necessary since the book begins with the basics of costings and then goes on to examine accounting systems. The book enables the reader to understand financial performance, examine and confidently discuss financial matters, and apply the concepts in their own organization. This book examines: Management accounting Financial accounting Financial control and information systems

Successful Key Account Management In A Week

Author : Grant Stewart
Publisher : Teach Yourself
ISBN 13 : 1444159186
Total Pages : 103 pages
Book Rating : 4.4/5 (441 download)

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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 103 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

Key Account Management

Author : Diana Woodburn
Publisher : John Wiley & Sons
ISBN 13 : 0470974737
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 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.