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Any organization's key accounts are its lifeblood. Key Account Management puts forward a unique yet straightforward planning methodology for identifying, obtaining, retaining and developing key customers.  Key account management focuses on the long-term investment of resources -- both in terms of product quality and account managers -- into a customer that can offer an exceptional return on resources.  But which are the key accounts? Are they the ones growing the fastest? The ones who are most financially secure? Or are they the ones who shout the loudest?Now in its sixth edition, Key Account Management takes a long-term, team-selling strategic view of the whole process -- from defining the customer, to managing the relationship and achieving key supplier status. With new material to reflect latest best practice, and new online resources, it stands alone as the premier book on managing key customers.

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.

A practical and timely handbook for modern-day sales managers explains how to transform key accounts, in both domestic and global markets, into business success, providing step-by-step guidelines for developing strategy, managing a sales force, analyzing key accounts, and more. 12,500 first printing.

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Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? "The New Successful Large Account Management" shows you how to protect those crucial accounts that you can't afford to lose. This hard-hitting, no-nonsense book describes a unique process that will help to improve your most important business relationships and is crammed with current examples of real success stories and proven strategies to keep your customers coming back. By following the clearly defined and dynamic approach to the account planning process, you will learn how to devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts; and, move your relationship up the buy-sell hierarchy.

Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

Malcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed. Malcolm McDonald on Key Account Management takes a step-by-step approach to presenting best practice in key account management. Whether your business is starting up or well-established, there is always more to discover about improving the way value is created between you and your most important customers. Malcolm McDonald and Beth Rogers have spent over twenty years researching, teaching and consulting on key account management, and have condensed their knowledge into this book, focusing on making it clear, concise and easy to use.

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This volume contains a guide to running a successful and profitable farm, focusing on account keeping. The management of money is one of the most important factors of farming, and this volume aims to walk the reader through what must be done and avoided to ensure fiscal success. “Farm Accounts and Farm Management” will be of considerable utility to prospective and existing farmers alike, and it not to be missed by collectors of vintage farming literature. Contents include: “Agriculture Follows Nature Study”, “Not Enough Bookkeeping on the Farm”, “The Inventory”, “Characteristics of a Good Set of Books”, “Teach Children to Make Inventories”, “Farm Records”, “Milk Records”, “Teach Girls Household Accounting”, etc. Many vintage books such as this are increasingly scarce and expensive. It is with this in mind that we are republishing this volume now in an affordable, modern, high-quality edition complete with a specially-commissioned new introduction on farming.

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Excerpt from Wild Animals in Captivity Being an Account of the Habits, Food, Management and Treatment, of the Beasts and Birds at the Zoo: With Reminiscences and AnecdotesI may say that the materials for this work, when placed in my hands, were in such a state of chaos that I began to despair of ever being able to get them into any form for publication, but by careful study of the fragmentary papers and rough notes, I have, I hope, succeeded in my humble efforts to bring together an amount of readable matter which may prove interesting, useful, and instructive to the reader.Much of the matter herein published appeared in land and Water, The Field, Proceedings of the Zoological Society, Punch, and other publications, either anonymously, or under his nom-de - plume D. A. B., and others in his own name.About the PublisherForgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.comThis book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.

Examines the reactions of employees to working conditions, managerial decisions, and other factors that effect worker morale and productivity and discusses methods of evaluating and dealing with human problems

Examines the reactions of employees to working conditions, managerial decisions, and other factors that effect worker morale and productivity and discusses methods of evaluating and dealing with human problems

"Pompian is handing you the magic book, the one that reveals your behavioral flaws and shows you how to avoid them. The tricks to success are here. Read and do not stop until you are one of very few magicians." —Arnold S. Wood, President and Chief Executive Officer, Martingale Asset Management Fear and greed drive markets, as well as good and bad investment decision-making. In Behavioral Finance and Wealth Management, financial expert Michael Pompian shows you, whether you're an investor or a financial advisor, how to make better investment decisions by employing behavioral finance research. Pompian takes a practical approach to the science of behavioral finance and puts it to use in the real world. He reveals 20 of the most prominent individual investor biases and helps you properly modify your asset allocation decisions based on the latest research on behavioral anomalies of individual investors.

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Because visual communication is paramount in today's retail and corporate environments, Adorama presents the SuperSign Content Management Software, an innovative and user-friendly solution tailored for LG webOS signage. This high-quality software is engineered to support a multitude of displays and user accounts, seamlessly integrating with external databases for dynamic content updates. SuperSign CMS stands out with its efficient server access from mobile devices, allowing for on-the-go management of your digital signage network. The intuitive interface simplifies content creation, editing, and distribution, ensuring that your messages resonate with your audience. With SuperSign CMS, users can effortlessly configure brightness and volume settings to adhere to a predetermined schedule, enhancing the viewer experience without manual intervention.The multi-channel content scheduling feature is a game-changer, storing content in advance to facilitate smooth transitions between different schedules. This is particularly beneficial for Quick Service Restaurants (QSR) businesses, where digital menu boards play a crucial role in customer engagement. SuperSign CMS delivers an efficient digital menu board experience, enabling customers to easily access product details and promotional information, and allowing for remote management of numerous devices.For hypermarkets and large global chains, the ability to display customized content that adapts to local variables such as location, timezone, and currency is essential. SuperSign CMS excels in this area, managing customized content in real-time through its connection to external databases, ensuring that your signage is always relevant and up-to-date.In corporate settings, the first impression is critical. SuperSign CMS empowers corporations to craft these crucial 'moments' by providing the tools to modify and manage signage throughout every corner of a building, from lobbies to conference rooms, making a lasting impression on business partners and customers alike.Retailers, especially luxury shops, will find that SuperSign CMS is optimized for LG Electronics' innovative OLED lineup, which includes Flat, Dual-view Curved, Wall Paper, and Open Frame OLED displays. The software enhances the brand image by leveraging the high resolution and vibrant colors of OLED technology, ensuring that your content is as luxurious as the products on display.Discover the transformative impact of SuperSign CMS on your in-store displays and public spaces. Request a further look today at Adorama, and experience the difference that a reliable, efficient, and high-quality content management system can make.

Capital Account relates the story of the world's greatest investment bubble from the perspective of professional investors. The book, comprised of selected reports from Marathon Asset Management, a successful global investment firm, explains how shareholder value - the notion that companies should be run in the interests of their shareholders - became corrupted in this era of frenzied finance. Senior managers, succumbing to the lure of stock option fortunes, took to manipulating their company's earnings. Professional investors, interested only in maintaining their investment performance over the next quarter, were willing abettors. The 'croupiers' of Wall Street, also know as investment bankers, whipped up the euphoria and peddled to investors superficially plausible stories, 'MacGuffins', in order to generate huge fees for themselves. As a result, by the turn of the century almost the entire investment community had become fixated with chasing short-term profits at the expense of long-term returns for clients. By the end of 2002 this cynical game had ended in investment disaster- the world's stock markets having produced more than $15 trillion of losses since their peak. Yet to a large extent, the outcome was predictable to those investors who had retained a disciplined approach to investment analysis throughout the bull market. This book introduces the 'capital cycle' approach to investment - an approach that brings together ideas from the fields of behavioral finance, economic theory and business analysis. Capital cycle analysis - based on the apparently simple insight that investor euphoria leads to excessive investment in the real world and subsequent poor returns for shareholders - enabled Marathon to identify at an early stage the inevitable collapse of the technology and telecoms bubble.

The Advertising and PR Account Management Workshop is designed for students seeking knowledge and skills required for a senior-level account management position in advertising or public relations agencies.The "workshop" approach provides an authentic, hand-on guide to contemporary account management. Each of the 20 workshop sessions includes learning goals, key words, text material, quizzes, and application activities-all crafted to build proficiency in using the tools of the trade.Advance Praise:"Finally! A textbook with real tools and tips for students interested in account management. The workshop approach helps make teaching interactive and gives students hands-on learning opportunities. I plan to use it in a new account management course this year." -Michael Hanley, Ball State University"The Advertising and PR Account Management Workshop is a well-organized, easy-to-read book that clearly explains how to have a successful career as an Account Manager in any business. It is an invaluable guide for university students on all levels." -Margo Berman, Florida International University"The Advertising and PR Account Management Workshop takes a learn-by-doing approach for critical tasks and responsibilities of the account manager from the entry level to the senior executive level. It does this through effective structure, challenging content, and collaborative tools." -From the Foreword by Fred Cook, CEO, Golin