Lubricant Marketing Selling And Key Account Management

Author : R. David Whitby
Publisher : CRC Press
Page : 395 pages
File Size : 48,5 Mb
Release : 2022-09-21
Category : Business & Economics
ISBN : 9781000683813

Get Book

Lubricant Marketing, Selling, and Key Account Management by R. David Whitby Pdf

The global lubricants market exceeds $110 billion, with strong future-estimated annual growth projections. While much has been written about the technical aspects of lubricant development, Lubricant Marketing, Selling, and Key Account Management fills a need for a comprehensive guide on the important commercial aspects of the business, offering unique and valuable insights from a veteran of the industry. It answers questions and offers insights on how to effectively market and sell all types of lubricants, including automotive, industrial, mining, marine, agricultural and aerospace, among others. Covers how and why people and companies buy lubricants. Instructs readers how to research and analyze markets and use the results to plan marketing and sales campaigns and activities. Details how to identify specific target market segments and sell to key lubricant accounts. Discusses how to forecast future demand for lubricants in all types of global markets. This practical book is written for technical and non-technical readers involved in the sale and management of lubricant products and offers hands-on guidance for how to successfully navigate and grow your profitability in this vitally important product sector.

Author : Kevin Wilson,Nick Speare,Samuel J. Reese
Publisher : Kogan Page Publishers
Page : 272 pages
File Size : 45,6 Mb
Release : 2002
Category : Business & Economics
ISBN : 0749436042

Get Book

Successful Global Account Management by Kevin Wilson,Nick Speare,Samuel J. Reese Pdf

Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers.

Author : Joel Le Bon,Carl Herman
Publisher : Business Expert Press
Page : 82 pages
File Size : 40,8 Mb
Release : 2015-05-07
Category : Business & Economics
ISBN : 9781631571756

Get Book

Key Account Management by Joel Le Bon,Carl Herman Pdf

Now more than ever, companies are faced with a critical and challenging truth. Today’s customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make dif cult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide- lines for executives and sales leaders, this book can serve as an instruction manual and toolbox for organizations working to achieve success through their key account strategies to meet the demand of their key customers.

Author : Ken Langdon
Publisher : FT Press
Page : 260 pages
File Size : 44,8 Mb
Release : 1995
Category : Business & Economics
ISBN : 027361780X

Get Book

Key Accounts are Different by Ken Langdon Pdf

The only book needed to develop a practical and innovative approach to profitable key-account business, this text shows readers how to understand and add value to their customers' business, how to sharpen their sales and marketing tactics, and how to build a winning account team.

Author : Grant Stewart
Publisher : Teach Yourself
Page : 116 pages
File Size : 48,9 Mb
Release : 2012-03-30
Category : Business & Economics
ISBN : 9781444159189

Get Book

Successful Key Account Management In A Week by Grant Stewart Pdf

Key account management just got easier 'This little book is a real gem' Professor Malcolm McDonald Key account management is increasingly important and must keep pace with its customers as they continually develop and evolve, often resulting in increasingly sophisticated buying structures. The key account manager therefore requires a wide variety of skills in order to be successful; this is not only an important job role in its own right, it is often a stepping stone to career development, leading to more senior management jobs. Successful Key Account Management In A Week is a week long course. On Sunday you are encouraged to Know your customer as success depends on a relationship that is both rewarding and valuable. On Monday you will Analyse your growth opportunities. The competitiveness of the company must be appraised to enable the identification of sales growth opportunities and all major accounts should be compared in appeal and position to give an indication of the strategy to be adopted for customers. On Tuesday you will Measure profits by account. You will be shown how to measure the profitability of major customers and to draw up league tables to enable profit improvement strategies. On Wednesday you will Plan for success, building on the analysis of growth opportunities and profit measurement already considered, to result in a best judgement final plan. On Thursday you will learn to Negotiate to win-win; success relies on understanding the difference between negotiation and selling and being able to conduct negotiations to produce a win-win situation in which the objectives of both sides are considered. On Friday you will look at Control activity levels and the monitoring of standards of performance to enable the presentation of plans and progress, allowing the measurement of success against these plans. And finally, on Saturday you are reminded to Manage relationships with an introduction to the Relationship Model which describes how business with a customer changes as it moves from a transactional or short-term sales achievement, to collaboration with long-term customer value and retention. 'This little book is a real gem, which you should read, use and keep handy for continuous reference. If you follow the straightforward guidelines in this book, your company's future is assured' Professor Malcolm McDonald, Former Professor of Marketing and Deputy Director, Cranfield University School of Management

Author : Peter Cheverton
Publisher : Unknown
Page : 0 pages
File Size : 46,7 Mb
Release : 1999
Category : Customer services
ISBN : 0749430982

Get Book

Key Account Management by Peter Cheverton Pdf

Key Account Management (KAM) is central to any company's sales and marketing strategy. This practical handbook puts forward a planning methodology for identifying, obtaining, retaining and developing key customers. It contains examples, techniques, diagrams, action points and checklists.

Author : Malcolm McDonald,Beth Rogers,Diana Woodburn,Chartered Institute of Marketing
Publisher : Butterworth-Heinemann
Page : 343 pages
File Size : 48,6 Mb
Release : 2000
Category : B2B-handel
ISBN : 9780750646154

Get Book

Key Customers by Malcolm McDonald,Beth Rogers,Diana Woodburn,Chartered Institute of Marketing Pdf

Developing successful business-to-business relationships with more powerful 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 in a practical way that can be implemented in all organizations. In particular 'Key Customers' looks at: * why has key account management become so critical to commercial success? * what are the key challenges and how do successful companies respond? * why is it vital to understand the role of key account management in strategic pla.

Author : Terry R. Bacon
Publisher : AMACOM Div American Mgmt Assn
Page : 348 pages
File Size : 40,7 Mb
Release : 1999
Category : Business & Economics
ISBN : 081442435X

Get Book

Selling to Major Accounts by Terry R. Bacon Pdf

Publisher Fact Sheet This valuable book demonstrates with powerful tools, processes, & successful techniques how to build strong relationships with key customers.

Author : Francis Luc Perret
Publisher : Unknown
Page : 536 pages
File Size : 41,9 Mb
Release : 2007
Category : Business logistics
ISBN : STANFORD:36105131717568

Get Book

Essentials of Logistics and Management by Francis Luc Perret Pdf

This text provides an investigation into the knowledge required to maximise the practice of logistics towards the ends of contributing to a company's growth. The text elaborates upon a conceptual framework in which all stakes and themes of logistics are analysed.

Author : Anonim
Publisher : Unknown
Page : 128 pages
File Size : 49,8 Mb
Release : 2001
Category : Electronic
ISBN : 1597343455

Get Book

Key Account Management by Anonim Pdf

Author : Anonim
Publisher : Unknown
Page : 356 pages
File Size : 40,7 Mb
Release : 2007*
Category : Customer services
ISBN : 0749447141

Get Book

Key Account Management by Anonim Pdf

This book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers.

Author : Malcolm McDonald,Diana Woodburn
Publisher : Financial Times/Prentice Hall
Page : 152 pages
File Size : 42,7 Mb
Release : 1999
Category : Selling
ISBN : 0273644262

Get Book

Key Account Management by Malcolm McDonald,Diana Woodburn Pdf

Key account management (KAM) has been developed in an attempt to counter increasing market turbulence. Suppliers and customers are seeking closer relationships to reduce their exposure to the risks posed by globalisation, economic instability and technological change. But whilst the importance of KAM is now widely recognised, there is still a great deal of confusion surrounding it. Key Account Management is the most comprehensive and in-depth study into this important marketing technique. Based on original research conducted by Cranfield School of Management, the report builds on their previous pioneering research in this field. The report focuses on the characteristics and manifestations of the relationship between selling and buying companies. It is an invaluable audit tool, enabling companies to evaluate the developmental stage of their key relationships. Contents include: Origins of KAM Benefits of KAM Key relationship development Key account manager Allocating costs and measuring performance Customer profitability Relationship diagnostic indicators Strategic planning

Author : Anonim
Publisher : Unknown
Page : 1114 pages
File Size : 55,7 Mb
Release : 1991
Category : Lubrication and lubricants
ISBN : UCSD:31822005593892

Get Book

Lubrication Engineering by Anonim Pdf

Author : Heikki Juslin,Eric Hansen
Publisher : Unknown
Page : 616 pages
File Size : 46,7 Mb
Release : 2002
Category : Forest products
ISBN : MINN:31951D02171001J

Get Book

Strategic Marketing in the Global Forest Industries by Heikki Juslin,Eric Hansen Pdf

Author : Anonim
Publisher : Unknown
Page : 258 pages
File Size : 44,5 Mb
Release : 2007
Category : Automobiles
ISBN : UCSD:31822036702686

Get Book

Automotive News by Anonim Pdf