Handbook Of Strategic Account Management

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Handbook of Strategic Account Management

Diana Woodburn,Kevin Wilson
Handbook of Strategic Account Management Book PDF

Author : Diana Woodburn,Kevin Wilson
Publisher : John Wiley & Sons
Page : 540 pages
File Size : 48,8 Mb
Release : 2014-03-17
Category : Business & Economics
ISBN : 9781118509074

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Handbook of Strategic Account Management by Diana Woodburn,Kevin Wilson Pdf

A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers. Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative. "Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships." Bernard Quancard,President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide) Yana Atanasova Bjorn Ivens Toni Mikkola Ivan Snehota Audrey Bink Ove Jensen Stefanos Mouzas Kaj Storbacka Per-Olof Brehmer Robert Krapfel Peter Naud頠 Olavi Uusitalo Noel Capon Antonella La Rocca Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Catherine Pardo Stefan Wengler Osman Gök Nikala Lane Nigel Piercy Kevin Wilson Paolo Guenzi Régis Lemmens Michael Pusateri Diana Woodburn Stephan Henneburg Tommi Mahlamäki Jakob Rehme John Workman Sue Holt Malcolm McDonald Sanjiy Sengupta George Yip Christian Homburg Florin Mihoc Christoph Senn Judy Zolkiewski

Key Account Management

Diana Woodburn,Malcolm McDonald
Key Account Management Book PDF

Author : Diana Woodburn,Malcolm McDonald
Publisher : John Wiley & Sons
Page : 497 pages
File Size : 49,6 Mb
Release : 2012-11-13
Category : Business & Economics
ISBN : 9780470974735

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Key Account Management by Diana Woodburn,Malcolm McDonald Pdf

"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.

Key Account Management and Planning

Noel Capon
Key Account Management and Planning Book PDF

Author : Noel Capon
Publisher : Simon and Schuster
Page : 482 pages
File Size : 43,5 Mb
Release : 2002-06-15
Category : Business & Economics
ISBN : 9780743215442

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Key Account Management and Planning by Noel Capon Pdf

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.

The Oxford Handbook of Strategic Sales and Sales Management

David W. Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. Piercy
The Oxford Handbook of Strategic Sales and Sales Management Book PDF

Author : David W. Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. Piercy
Publisher : OUP Oxford
Page : 660 pages
File Size : 48,9 Mb
Release : 2012-11-22
Category : Business & Economics
ISBN : 9780191641756

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The Oxford Handbook of Strategic Sales and Sales Management by David W. Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. Piercy Pdf

The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.

Implementing Key Account Management

Javier Marcos,Mark Davies,Rodrigo Guesalaga,Sue Holt
Implementing Key Account Management Book PDF

Author : Javier Marcos,Mark Davies,Rodrigo Guesalaga,Sue Holt
Publisher : Kogan Page Publishers
Page : 353 pages
File Size : 55,9 Mb
Release : 2018-08-03
Category : Business & Economics
ISBN : 9780749482763

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Implementing Key Account Management by Javier Marcos,Mark Davies,Rodrigo Guesalaga,Sue Holt Pdf

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.

Key Account Management

Malcolm McDonald,Beth Rogers,Chartered Institute of Marketing
Key Account Management Book PDF

Author : Malcolm McDonald,Beth Rogers,Chartered Institute of Marketing
Publisher : Unknown
Page : 194 pages
File Size : 52,5 Mb
Release : 1998
Category : Business & Economics
ISBN : 075063278X

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Key Account Management by Malcolm McDonald,Beth Rogers,Chartered Institute of Marketing Pdf

Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad. Based on extensive and unique research by Cranfield School of Management, Key Account Management presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization. Addresses one of the key new areas in strategic marketing practice Ideal for practitioners and students Based on the unique expertise of the Cranfield Marketing Faculty

Handbook of Strategy and Management

Andrew M Pettigrew,Howard Thomas,Richard Whittington
Handbook of Strategy and Management Book PDF

Author : Andrew M Pettigrew,Howard Thomas,Richard Whittington
Publisher : SAGE
Page : 542 pages
File Size : 54,7 Mb
Release : 2006-04-27
Category : Business & Economics
ISBN : 141292121X

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Handbook of Strategy and Management by Andrew M Pettigrew,Howard Thomas,Richard Whittington Pdf

Now available as a 60 day review copy in Paperback! ISBN: 1-4129-2121-X"Finally! We have a comprehensive, reflective and critical overview of the field of strategy in the new Handbook of Strategy and Management." -Cynthia Hardy, Head of Department of Management, University of Melbourne Presenting a major retrospective and prospective overview of strategy, this Handbook is an important benchmark volume for management scholars worldwide. The Handbook frames, assesses and synthesizes the work in the field. Chapters are grouped under four specific areas of strategy and management: Mapping a Terrain; Thinking and Acting Strategically; Changing Contexts; and Looking Forward. Within these parts, leading international scholars provide historical overviews of the key themes, address the central approaches which have characterized these themes, critically assess the quality of current theory and knowledge, and set out agendas for future theoretical and empirical development. The resulting volume is a unique overview of the inputs and dynamics to shape strategy and management and will be crucial reference for academics and students.

Handbook of Research on Strategic Innovation Management for Improved Competitive Advantage

Jamil, George Leal,Pinto Ferreira, João José,Pinto, Maria Manuela,Magalhães Pessoa, Cláudio Roberto,Xavier, Alexandra
Handbook of Research on Strategic Innovation Management for Improved Competitive Advantage Book PDF

Author : Jamil, George Leal,Pinto Ferreira, João José,Pinto, Maria Manuela,Magalhães Pessoa, Cláudio Roberto,Xavier, Alexandra
Publisher : IGI Global
Page : 772 pages
File Size : 51,5 Mb
Release : 2018-04-13
Category : Business & Economics
ISBN : 9781522530138

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Handbook of Research on Strategic Innovation Management for Improved Competitive Advantage by Jamil, George Leal,Pinto Ferreira, João José,Pinto, Maria Manuela,Magalhães Pessoa, Cláudio Roberto,Xavier, Alexandra Pdf

Innovation is a vital process for any business to remain competitive in this age. This progress must be coherently and optimally managed, allowing for successful improvement and future growth. The Handbook of Research on Strategic Innovation Management for Improved Competitive Advantage provides emerging research on the use of information and knowledge to promote development in various business agencies. While covering topics such as design thinking, financial analysis, and policy planning, this publication explores the wide and complex relationships that constitute strategic innovation management principals and processes. This publication is an important resource for students, professors, researchers, managers, and entrepreneurs seeking current research on the methods and tools regarding information and knowledge management for business advancement.

Handbook of Strategic e-Business Management

Francisco J. Martínez-López
Handbook of Strategic e Business Management Book PDF

Author : Francisco J. Martínez-López
Publisher : Springer Science & Business Media
Page : 1004 pages
File Size : 51,7 Mb
Release : 2013-11-19
Category : Business & Economics
ISBN : 9783642397479

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Handbook of Strategic e-Business Management by Francisco J. Martínez-López Pdf

This research handbook provides a comprehensive, integrative, and authoritative resource on the main strategic management issues for companies within the e-business context. It covers an extensive set of topics, dealing with the major issues which articulate the e-business framework from a business perspective. The handbook is divided into the following e-business related parts: background; evolved strategic framework for the management of companies; key business processes, areas and activities; and, finally, emerging issues, trends and opportunities, with special attention to diverse Social Web-related implications. The articles are varied, timely and present high-quality research; many of these unique contributions will be especially valued and influential for business scholars and professionals interested in e-business. Many of the contributors are outstanding business scholars who are or have been editors-in-chief of top-ranked management and business journals or have made significant contributions to the development of their respective fields.

Handbook of Business-to-Business Marketing

Lilien, Gary L.,Petersen, Andrew J.,Wuyts, Stefan
Handbook of Business to Business Marketing Book PDF

Author : Lilien, Gary L.,Petersen, Andrew J.,Wuyts, Stefan
Publisher : Edward Elgar Publishing
Page : 713 pages
File Size : 48,9 Mb
Release : 2022-07-15
Category : Business & Economics
ISBN : 9781800376878

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Handbook of Business-to-Business Marketing by Lilien, Gary L.,Petersen, Andrew J.,Wuyts, Stefan Pdf

This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.

The Secrets of Successful Strategic Account Management

Richard Santucci,David Hughes
The Secrets of Successful Strategic Account Management Book PDF

Author : Richard Santucci,David Hughes
Publisher : iUniverse
Page : 94 pages
File Size : 46,6 Mb
Release : 2022-04-25
Category : Business & Economics
ISBN : 9781663234780

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The Secrets of Successful Strategic Account Management by Richard Santucci,David Hughes Pdf

Richard Santucci and David Hughes leverage their combined fifty plus years of experience in industrial sales in this guide that reveals how to take care of your most important customers. The Secrets of Successful Strategic Account Management begins by highlighting why companies must establish a strategic account program. The authors then lay out an easy-to-follow process to build such a program. The guide presents in layman’s terms a successful and proven process to enhance sales at twice a company’s average growth rate through strategic account management techniques. Learn how to: • identify strategic accounts; • select effective strategic account managers; • build out a team focused on bolstering business; • avoid common mistakes that cut into profits. Join the authors on a journey focused on boosting revenue growth and profitability, preventing losses, and converting customers into valued partners through strategic account management. “Santucci and Hughes have done a great job of laying out a playbook for developing a robust strategic account program, with some great tools and templates that will help the reader develop their own program.” —Naren Gursahaney, Non-Executive Chair of the Board-Terminix “The Secrets of Successful Strategic Account Management is the perfect blend of theory and implementation to guide your company in building strategic account management capabilities. Santucci and Hughes deliver insight and practical tips drawing upon their years of sales leadership. A superb handbook for corporate executives.” —Christopher Stevens-CEO, Unibloc-Pump, LLC

CIM Handbook of Strategic Marketing

Colin Egan,Michael Thomas
CIM Handbook of Strategic Marketing Book PDF

Author : Colin Egan,Michael Thomas
Publisher : Taylor & Francis
Page : 299 pages
File Size : 42,9 Mb
Release : 2010-02-17
Category : Business & Economics
ISBN : 9781136359088

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CIM Handbook of Strategic Marketing by Colin Egan,Michael Thomas Pdf

The CIM Handbook of Strategic Marketing targets senior executives responsible for shaping and managing the company's strategic direction. The strategic dimensions of marketing management are emphasised along with the critical importance of matching the company's capabilities with genuinely attractive market sectors. The Handbook's strategic perspective and pragmatic outlook pervade the text and underpin its practical foundations. The rise of global competition and continuous innovation have redefined market structures, reshaped industries and given customers unprecedented value and choice. In this era of customer sovereignty there is a tremendous amount of pressure on organizations to adopt the principles of the marketing concept and to develop a much sharper strategic focus. The CIM Handbook of Strategic Marketing is a reference source to guide effective marketing practice. It provides supportive material for managers and employees who are building their marketing competence by attending training programmes, and includes contributions from leading academics - such as, Peter Doyle, Malcolm McDonald, Nigel Piercy The book amounts to a firm blueprint written by leading marketing thinkers for designing and implementing effective marketing strategies and improving business performance. Colin Egan is Professor of Strategic Management at Leicester Business School. Michael J Thomas is Professor of Marketing at the University of Strathclyde Business School.

The Blackwell Handbook of Strategic Management

Michael A. Hitt,R. Edward Freeman,Jeffrey S. Harrison
The Blackwell Handbook of Strategic Management Book PDF

Author : Michael A. Hitt,R. Edward Freeman,Jeffrey S. Harrison
Publisher : Wiley-Blackwell
Page : 716 pages
File Size : 41,6 Mb
Release : 2005-08-05
Category : Business & Economics
ISBN : 0631218610

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The Blackwell Handbook of Strategic Management by Michael A. Hitt,R. Edward Freeman,Jeffrey S. Harrison Pdf

In this major reference work, top scholars in the field of strategic management present major ideas and theories in the field drawing on their own research and special expertise. Offers complete coverage of the field of strategic management. Incorporates new ideas on strategy topics from leading scholars in the field. Edited by three of the World's leading management academics.

The Oxford Handbook of Strategy

David Faulkner,Andrew Campbell
The Oxford Handbook of Strategy Book PDF

Author : David Faulkner,Andrew Campbell
Publisher : Oxford University Press
Page : 548 pages
File Size : 52,8 Mb
Release : 2003-02-13
Category : Business & Economics
ISBN : 0198782551

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The Oxford Handbook of Strategy by David Faulkner,Andrew Campbell Pdf

This two-volume handbook presents an authoritative and up-to-date analysis of how thinking on strategy has evolved and what are the likely developments in the near future. All the contributors are experts in their area, and bring to the topic an understanding informed by many years' experience of research, teaching, and practice. Volume One focuses on two major areas: first, the various different approaches to strategy, and secondly, the development of competitive or business unit strategy, where the pursuit of sustainable competitive advantage is the key objective.

Handbook for Strategic HR

OD Network
Handbook for Strategic HR Book PDF

Author : OD Network
Publisher : AMACOM
Page : 673 pages
File Size : 41,9 Mb
Release : 2012-11-28
Category : Business & Economics
ISBN : 9780814432501

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Handbook for Strategic HR by OD Network Pdf

This forward-thinking book introduces HR leaders to core organization development strategies and skills--providing creative approaches, practical tips, and proven methods to help them succeed. Since the 1990s, a transformation has occurred within the role of human resources departments. HR professionals are being called upon to help determine priorities in running the business, craft organizational development strategies, and shape the culture within their company. Through a compendium of the best thinking on the subject, you’ll learn how to strategically: identify where best to foster change in the organization, team up with consultants and senior-level staff in leading a change project, improve employee engagement, include others in the important work of the organization, and operate effectively in cross-cultural and virtual working situations. Comprehensive and practical, Handbook for Strategic HR includes 78 articles that will enable you see the big picture roles and responsibilities of human resource professionals today. Best of all, this book is approved for HRCI Recertification Credit--helping you to advance your career in numerous tangible ways.