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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.

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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.

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.

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.

Our multi-key property management system has been designed for managers, maintenance crews, janitors, vendors and others who manage or need to give or access to multiple sets of keys. Regardless if you're a property management company, assisted living or campus facility professional, you'll be able to easily change keys within seconds. Prevent drops, damages, replacements and lost keys by using our Quik-Connect key management retractable keychain. Color: Black. Gender: male. Age Group: adult.

Our multi-key property management system has been designed for managers, maintenance crews, janitors, vendors and others who manage or need to give or access to multiple sets of keys. Regardless if you're a property management company, assisted living or campus facility professional, you'll be able to easily change keys within seconds. Prevent drops, damages, replacements and lost keys by using our Quik-Connect key management retractable keychain. Color: Black. Gender: male. Age Group: adult.

Our multi-key property management system has been designed for managers, maintenance crews, janitors, vendors and others who manage or need to give or access to multiple sets of keys. Regardless if you're a property management company, assisted living or campus facility professional, you'll be able to easily change keys within seconds. Prevent drops, damages, replacements and lost keys by using our Quik-Connect key management retractable keychain. Color: Black. Gender: male. Age Group: adult.

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

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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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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

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.

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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.

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

The Book the CIA Doesn’t Want You to ReadGary Berntsen, the CIA’s key commander coordinating the fight against the Taliban forces around Kabul, comes out from under cover for the first time to describe his no-holds-barred pursuit—and cornering—of Osama bin Laden, and the reason the terrorist leader escaped American retribution. As disturbingly eye-opening as it is adrenaline-charged, Jawbreaker races from CIA war rooms to diplomatic offices to mountaintop redoubts to paint a vivid portrait of a new kind of warfare, showing what can and should be done to deal a death blow to freedom’s enemies.