National Account Executive Critical Questions Skills Assessment

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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.

Ask a Manager

Author : Alison Green
Publisher : Ballantine Books
ISBN 13 : 0399181822
Total Pages : 306 pages
Book Rating : 4.3/5 (991 download)

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Book Synopsis Ask a Manager by : Alison Green

Download or read book Ask a Manager written by Alison Green and published by Ballantine Books. This book was released on 2018-05-01 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the creator of the popular website Ask a Manager and New York’s work-advice columnist comes a witty, practical guide to 200 difficult professional conversations—featuring all-new advice! There’s a reason Alison Green has been called “the Dear Abby of the work world.” Ten years as a workplace-advice columnist have taught her that people avoid awkward conversations in the office because they simply don’t know what to say. Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when • coworkers push their work on you—then take credit for it • you accidentally trash-talk someone in an email then hit “reply all” • you’re being micromanaged—or not being managed at all • you catch a colleague in a lie • your boss seems unhappy with your work • your cubemate’s loud speakerphone is making you homicidal • you got drunk at the holiday party Praise for Ask a Manager “A must-read for anyone who works . . . [Alison Green’s] advice boils down to the idea that you should be professional (even when others are not) and that communicating in a straightforward manner with candor and kindness will get you far, no matter where you work.”—Booklist (starred review) “The author’s friendly, warm, no-nonsense writing is a pleasure to read, and her advice can be widely applied to relationships in all areas of readers’ lives. Ideal for anyone new to the job market or new to management, or anyone hoping to improve their work experience.”—Library Journal (starred review) “I am a huge fan of Alison Green’s Ask a Manager column. This book is even better. It teaches us how to deal with many of the most vexing big and little problems in our workplaces—and to do so with grace, confidence, and a sense of humor.”—Robert Sutton, Stanford professor and author of The No Asshole Rule and The Asshole Survival Guide “Ask a Manager is the ultimate playbook for navigating the traditional workforce in a diplomatic but firm way.”—Erin Lowry, author of Broke Millennial: Stop Scraping By and Get Your Financial Life Together

Who

Author : Geoff Smart
Publisher : Ballantine Books
ISBN 13 : 0345504194
Total Pages : 210 pages
Book Rating : 4.3/5 (455 download)

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Book Synopsis Who by : Geoff Smart

Download or read book Who written by Geoff Smart and published by Ballantine Books. This book was released on 2008-09-30 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this instant New York Times Bestseller, Geoff Smart and Randy Street provide a simple, practical, and effective solution to what The Economist calls “the single biggest problem in business today”: unsuccessful hiring. The average hiring mistake costs a company $1.5 million or more a year and countless wasted hours. This statistic becomes even more startling when you consider that the typical hiring success rate of managers is only 50 percent. The silver lining is that “who” problems are easily preventable. Based on more than 1,300 hours of interviews with more than 20 billionaires and 300 CEOs, Who presents Smart and Street’s A Method for Hiring. Refined through the largest research study of its kind ever undertaken, the A Method stresses fundamental elements that anyone can implement–and it has a 90 percent success rate. Whether you’re a member of a board of directors looking for a new CEO, the owner of a small business searching for the right people to make your company grow, or a parent in need of a new babysitter, it’s all about Who. Inside you’ll learn how to • avoid common “voodoo hiring” methods • define the outcomes you seek • generate a flow of A Players to your team–by implementing the #1 tactic used by successful businesspeople • ask the right interview questions to dramatically improve your ability to quickly distinguish an A Player from a B or C candidate • attract the person you want to hire, by emphasizing the points the candidate cares about most In business, you are who you hire. In Who, Geoff Smart and Randy Street offer simple, easy-to-follow steps that will put the right people in place for optimal success.

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.

Interview Questions and Answers

Author : Richard McMunn
Publisher : How2Become Ltd
ISBN 13 : 1907558748
Total Pages : 161 pages
Book Rating : 4.9/5 (75 download)

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Book Synopsis Interview Questions and Answers by : Richard McMunn

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

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.

The New Rules of Work

Author : Alexandra Cavoulacos
Publisher :
ISBN 13 : 0451495675
Total Pages : 338 pages
Book Rating : 4.4/5 (514 download)

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Book Synopsis The New Rules of Work by : Alexandra Cavoulacos

Download or read book The New Rules of Work written by Alexandra Cavoulacos and published by . This book was released on 2017 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: "In this definitive guide to the ever-changing modern workplace, Kathryn Minshew and Alexandra Cavoulacos, the co-founders of popular career website TheMuse.com, show how to play the game by the New Rules. The Muse is known for sharp, relevant, and get-to-the-point advice on how to figure out exactly what your values and your skills are and how they best play out in the marketplace. Now Kathryn and Alex have gathered all of that advice and more in The New Rules of Work. Through quick exercises and structured tips, the authors will guide you as you sort through your countless options; communicate who you are and why you are valuable; and stand out from the crowd. The New Rules of Work shows how to choose a perfect career path, land the best job, and wake up feeling excited to go to work every day-- whether you are starting out in your career, looking to move ahead, navigating a mid-career shift, or anywhere in between"--

Creating the Strategy

Author : Rennie Gould
Publisher : Kogan Page Publishers
ISBN 13 : 0749466189
Total Pages : 248 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Creating the Strategy by : Rennie Gould

Download or read book Creating the Strategy written by Rennie Gould and published by Kogan Page Publishers. This book was released on 2012-08-03 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: Creating the Strategy is a practical guide that brings together the most important elements of business strategy, B2B marketing theory and sales management. Aimed at those wanting to structure their organizations around the winning and keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance. It is structured around the Sales & Business Performance Value Chain, a unique and integrated process that builds awareness and understanding of all factors impacting on sales and business performance, providing an important diagnostic tool. Whether you are working for a large organisation or a small company, Creating the Strategy will help you recognise and implement the key elements responsible for creating outstanding sales and business performance in B2B markets.

Key Account Management

Author : Peter Cheverton
Publisher : Kogan Page Publishers
ISBN 13 : 9780749441692
Total Pages : 374 pages
Book Rating : 4.4/5 (416 download)

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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 2004 with total page 374 pages. Available in PDF, EPUB and Kindle. Book excerpt: With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Translated into five languages, it was also short-listed for Business Book of the Year in Sweden (2002). This new edition features: lots of new case studies; several new chapters; significant updates on Selecting Key Customers, Key Account plans and the use of IT; a new and updated CD ROM containing the Insight key account selection software and planning tools.

Senior Executive Assessment

Author : Dean Stamoulis
Publisher : John Wiley & Sons
ISBN 13 : 1118714024
Total Pages : 124 pages
Book Rating : 4.1/5 (187 download)

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Book Synopsis Senior Executive Assessment by : Dean Stamoulis

Download or read book Senior Executive Assessment written by Dean Stamoulis and published by John Wiley & Sons. This book was released on 2015-11-04 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: Senior Executive Assessment is a concise and practical guide that demystifies assessment that is conducted at the senior-executive level. Defines Senior Executive Assessment, describes its benefits, and explains how it differs from assessment at lower levels Discusses how significant shifts in markets and business models can require a change in the characteristics needed in senior executives Provides a practical model with suggestions for assessing senior executives Offers guidelines for determining what assessment methods to use in an organization Examines practical considerations in how to choose professionals to conduct senior executive assessment

1010 PHR / SPHR PRACTICE QUESTIONS WITH 200 PHR / SPHR KEY POINTS

Author : Human Resource Prep
Publisher : Human Resource Prep
ISBN 13 :
Total Pages : 362 pages
Book Rating : 4./5 ( download)

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Book Synopsis 1010 PHR / SPHR PRACTICE QUESTIONS WITH 200 PHR / SPHR KEY POINTS by : Human Resource Prep

Download or read book 1010 PHR / SPHR PRACTICE QUESTIONS WITH 200 PHR / SPHR KEY POINTS written by Human Resource Prep and published by Human Resource Prep. This book was released on 2019-01-31 with total page 362 pages. Available in PDF, EPUB and Kindle. Book excerpt: 1010 PHR / SPHR PRACTICE QUESTIONS WITH 200 PHR/SPHR KEY POINTS 1,010 Practice Questions provides an in-depth review of the exam content through 1,010 practice tests that reflect the 2018 certification updates. With 1,010 practice test questions, detailed explanations and 200 PHR Key Points, this book provides a complete test preparation for the PHR / SPHR Professional Human Resources certification exams. These 1,010 Practice Questions were prepared to ensure candidates have an adequate preparation material for the HR exams, with a focus on the requirements of the Human Resource Body of Knowledge. The practice tests feature HR topics from the following areas; •Business Management and Strategy •Talent Planning and Acquisition •Workforce Planning and Employment •Learning and Development •Total Rewards •Employee and Labor Relations •Risk Management

Make the Right Career Move

Author : Rachelle J. Canter
Publisher : John Wiley & Sons
ISBN 13 : 0470052368
Total Pages : 282 pages
Book Rating : 4.4/5 (7 download)

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Book Synopsis Make the Right Career Move by : Rachelle J. Canter

Download or read book Make the Right Career Move written by Rachelle J. Canter and published by John Wiley & Sons. This book was released on 2006-10-27 with total page 282 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Make The Right Career Move "Make the Right Career Move is a wonderful guide for the new age professional. This book will help you execute one of the most important decisions in your life and includes practical tips that you will use for the rest of your career." --Marshall Goldsmith, bestselling author of The Leader of the Future and What Got You Here Won't Get You There "This great new book will help thousands of businesspeople find not only a new job, but a satisfying career. This book is filled with practical tools and exercises that will help the reader identify what they really want from their career, write a winning resume, and, most important of all, position themselves for the job." --Victoria Husted Medvec, Adeline Barry Davee Professor of Management and Organizations Kellogg School of Management, Northwestern University Executive Director of the Center for Executive Women "This is the book that all busy executives need--an indispensable guide to finding your ideal job and getting it--all in a short, action-oriented package. I highly recommend this book." --Les Guliasi, Director, Governmental Relations, Pacific Gas & Electric Company "I have been waiting for a comprehensive and relevant guide to careers that I can recommend to my clients, candidates, and colleagues. Make the Right Career Move provides an up-to-date approach to navigating careers in our ever-changing and challenging workplace." --Eunice Azzani, Senior Client Partner, Korn/Ferry International "In my many years working in the career field, here is the first book that guides attorneys and executives on making the right move to their next job, career, or board position. It's action-oriented, quick-to-read, and it's not bogged down with theory. It provides tested, practical tools to help readers get their dream job." --Martha Fay Africa, Managing Director and cofounder, Major, Lindsey & Africa

Discovering Public Relations

Author : Karen Freberg
Publisher : SAGE Publications
ISBN 13 : 1071878271
Total Pages : 743 pages
Book Rating : 4.0/5 (718 download)

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Book Synopsis Discovering Public Relations by : Karen Freberg

Download or read book Discovering Public Relations written by Karen Freberg and published by SAGE Publications. This book was released on 2023-11-18 with total page 743 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discovering Public Relations introduces students to the field of PR in a practical, applied, and hands-on way that prepares them for the modern workplace. Author Karen Freberg highlights modern and contemporary PR practices, emphasizing social media, digital communication, and creative innovation. Understanding that creativity alone can’t create success, Freberg shows students how to choose and implement evidence-based practices to guide their strategic campaigns. The Second Edition transforms students into successful PR professionals by giving them the tools to think creatively, innovate effectively, and deploy research-backed tactics for successful campaigns. This title is accompanied by a complete teaching and learning package. Contact your Sage representative to request a demo. Learning Platform / Courseware Sage Vantage is an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support. It’s a learning platform you, and your students, will actually love. Learn more. Assignable Video with Assessment Assignable video (available in Sage Vantage) is tied to learning objectives and curated exclusively for this text to bring concepts to life. Watch a sample video now. LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Learn more.

Essential Study Skills

Author : Tom Burns
Publisher : SAGE
ISBN 13 : 1529785626
Total Pages : 317 pages
Book Rating : 4.5/5 (297 download)

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Book Synopsis Essential Study Skills by : Tom Burns

Download or read book Essential Study Skills written by Tom Burns and published by SAGE. This book was released on 2022-04-29 with total page 317 pages. Available in PDF, EPUB and Kindle. Book excerpt: "If you′re looking to be that top student, this book is a must!" – five-star student review Packed with study tips, activities, templates and quotes from students, this is your essential guide to university, showing you step-by-step how to study effectively and make the best of your time at university. Whether you are going to university straight from school, as a mature, or as an overseas student studying in the UK for the first time, you′ll find out how to: Sail through those tricky first weeks Get the most out of lectures by understanding how you learn Learn techniques for academic writing and research Effectively work with others in groups, seminars and workshops Write assignments and pass exams with flying colours Build your CV and plan your next steps after graduation. New to this edition is content on how to thrive at university, learn and research digitally, and how to develop your employability skills. Student Success is a series of essential guides for students of all levels. From how to think critically and write great essays to boosting your employability and managing your wellbeing, the Student Success series helps you study smarter and get the best from your time at university.

Key Concepts in Educational Assessment

Author : Tina Isaacs
Publisher : SAGE
ISBN 13 : 1446290921
Total Pages : 178 pages
Book Rating : 4.4/5 (462 download)

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Book Synopsis Key Concepts in Educational Assessment by : Tina Isaacs

Download or read book Key Concepts in Educational Assessment written by Tina Isaacs and published by SAGE. This book was released on 2013-02-01 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key Concepts in Educational Assessment provides expert definitions and interpretations of common terms within the policy and practice of educational assessment. Concepts such as validity, assessment for learning, measurement, comparability and differentiation are discussed, and there is broad coverage of UK and international terminology. Drawing on the considerable expertise of the authors, the entries provide: - clear definitions - accounts of the key issues - authoritative and reliable information - suggestions for further reading Created to support students of education on undergraduate and postgraduate courses, and established education professionals including those who are members of the Chartered Institute of Educational Assessors (CIEA), this book is an accessible guide for anyone engaged in educational assessment. Tina Isaacs is Director of the MA in Educational Assessment at the Institute of Education, London. Catherine Zara was most recently Director of the MA in Educational Assessment and Director of the BA (Hons) in Post Compulsory Education and Training at the University of Warwick. Graham Herbert was most recently Director of the CIEA. Steve J. Coombs is Head of Department for Continuing Professional Development at Bath Spa University, which offers an MA in Educational Assessment. Charles Smith is senior lecturer in economics and education at Swansea Metropolitan University of Wales Trinity Saint David.

Assessing Talent

Author : River Forest
Publisher : Lulu.com
ISBN 13 : 0359294510
Total Pages : 194 pages
Book Rating : 4.3/5 (592 download)

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Book Synopsis Assessing Talent by : River Forest

Download or read book Assessing Talent written by River Forest and published by Lulu.com. This book was released on 2018-12-15 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Simple, Easy to Use Book of Talent Assessments. Standardized Exercises handpicked by our team of experts for attracting and retaining talent from across talent sources, including job boards, universities, career fairs, direct recruitments, walk in candidates, referral sources. Includes specific experiential/gamified learning to evaluate advanced skills and competencies in areas like Leadership, Communication, Team Working, Problem Solving, Creative Thinking, Strategic Purpose, Conflict Management and, Aligning with Common Purpose. This Book is truly about TALENT ASSESSMENTS.

Selling & Sales Management

Author : Lisa Spiller
Publisher : SAGE
ISBN 13 : 1529765013
Total Pages : 423 pages
Book Rating : 4.5/5 (297 download)

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Book Synopsis Selling & Sales Management by : Lisa Spiller

Download or read book Selling & Sales Management written by Lisa Spiller and published by SAGE. This book was released on 2021-09-01 with total page 423 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with engaging examples and case studies from companies including Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, this comprehensive textbook balances research, theory, and practice to guide students through the art and science of selling in a fast-changing and digital age. The text highlights the emerging role of storytelling, sales analytics and automation in a highly competitive and technological world, and includes exercises and role plays for students to practice as they learn about each stage of the selling process. As well as its focus on selling, the text also provides students with essential sales management skills such as onboarding, coaching, mentoring, and leading salespeople, as well as managing sales pipelines, territories, budgets, systems, and teams when not in the field. Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors. Suitable for courses on selling and sales management at all college and university levels.