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This section features a selection of
books related to Account Management and Sales. You can order the books on this page
through leading Internet bookseller Amazon. Simply click on the book cover for
more details and order information.
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Key Account Management: Tools and
Techniques for Achieving Profitable Key Supplier Status
by Peter Cheverton
Published 2008
Synopsis:
A highly practical book with a unique yet simple planning methodology for
identifying, obtaining, retaining and developing key customers |
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Strategic Customer Planning: How to Develop and Implement a Strategic Account
Plan
by Alan Melkman
Published 2006
Synopsis:
How to master the crucial steps of key account planning,
special techniques of bonding mechanisms, latest technologies for competitive
strategic development; and new developments in CRM systems. |
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Key Account Management: The
Definitive Guide
by Malcolm McDonald, Diana Woodburn
Published 2006
Synopsis:
This book combines thoroughly field-tested knowledge delivered in a
carefully developed step-by-step format. Both the manager and student will be
able to build understanding and a key account by the end of it. |
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Global Account Management:
A Complete Action kit of Tools and Techniques
by Peter Cheverton
Published 2006
Synopsis:
Examines the significant challenges of Global
Account Management and is the first book to offer practical advice on the range
of decisions and actions required to make it a success. |
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The Customer-Centric Category Management: How to Increase Profits by Managing
Categories Bases on Consumer Needs
by ACNielsen, John Karolefski
Published 2005
Synopsis:
This book, which explores both the state of and the state-of-the-art in
category management, is for everyone with a vested interest in category
management. |
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The New Successful Large Account Management
by Robert B Miller, Stephen E Heiman, Tad Tuleja
Published 2005
Synopsis:
How to maintain and growing your most important assets - your customers |
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Key Account Plans: The
Practitioners Guide to Profitable Planning
by Lynette Ryals
Published 2007
Synopsis:
To manage key accounts profitably you need strategic planning that works.
This book is the definitive guide to achieving this based on the unmatched
practical and research experience |
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Harvard Business Review on Supply Chain Management
by Harvard Business School
Published 2006
Synopsis:
Using tactics from articles in this volume, any company can learn how to
beat the competition, and stripping waste from each step in their value-delivery
process. |
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Supply
Chain Management
by Sunil Chopra, Peter Meindl
Published 2006
Synopsis:
This text brings together the strategic role of the supply chain, key
strategic drivers of supply chain performance, and the tools and techniques for
supply chain analysis. |
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The Key Accounts Manager's
Pocketbook
by Roger Jones
Published 1997
Synopsis:
This pocketbook contains practical advice on how to develop and keep important
customers, and covers the necessary skills, from negotiation techniques to
account action plans. |
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Key Account Management and Planning
by Noel
Capon
Published 2002
Synopsis: A must-read handbook for today's sales manager - an
A-to-Z how-to on parlaying key accounts, both domestic and global, into
unprecedented business success. |
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Major Account Sales Strategy
by Neil Rackman
Published 1989
Synopsis: Knowing how to get to the decision maker, deal with the
competition, understand buyer psychology, and service the client--these are
the keys to success when you need to nail down major accounts |
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Purchasing and Supply Management
by Brian Farrington, Kenneth Lysons
Published 2005
Synopsis:
The publication of this seventh edition marks its 24th year and it can
fairly claim to be the most comprehensive textbook on purchasing and supply
chain management currently available. |
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Mastering Your Key Accounts
by Stephan Schiffman
Published 2007
Synopsis:
For sales managers, the need to keep key accounts happy, and growing, is
just as important as closing the first deal. This work teaches sales managers to
identify key team players, and build alliances to conquer vital territories
through developing a Major Account Mapping worksheet. |
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The 25
Sales Habits of Highly Successful Salespeople
by Stephan Schiffman
Published 2008
Synopsis:
The book for salespeople looking to succeed. |
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Key Accounts Are Different:
Solution Selling for Key Account Managers
by Ken Langdon
Published 1995
Synopsis:
Aimed at marketing managers, the book offers skills such as how to understand
the particular needs of key accounts, how to treat a major account as a market
and how to plan the market sell. |
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Presentation Skills for
Quivering Wrecks
by Bob Etherington
Published 2006
Synopsis: This book,
based on a hugely successful course given to thousands of
businesspeople, shows how anyone can speak with confidence to an
audience of any size. Laced with humour and wit, the author emphasizes
that you don't have to be a brilliant orator to be an effective speaker
in business. |
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Cold Calling for
Chickens
by Bob Etherington
Published 2006
'Cold calling' - is the biggest fear confronting businesspeople, especially
those who work in sales and marketing. This book, based on a very successive
course given to thousands of people, shows the art and science of making first
contact with complete strangers. The secret is in the preparation and approach,
rather than having the gift of the gab, that will enable even yellow-bellied
chickens to make that call with confidence. |
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