The new successful large account management

how to hold on to your most important customers and turn them into long- term assets

Table of Contents The New Landscape of Account Management Selecting the Large Account A Real-World Example The Buy-Sell Hierarchy Preparing the Ground Strategic Players The Accounts Trends and Opportunities Your Strengths and Vulnerabilities Situation Appraisal Summary Charter Statement Goals Focus Investments Stop Investments Revenue Targets ...

The diversity training handbook

a practical guide to understanding & changing attitudes

In the UK post-Stephen Lawrence, the revised Race Relations Act (2000) and post-9/11, organizations have had to become much more aware of diversity issues and the need to understand and, if necessary, change underlying attitudes. This timely new book, from one of the authors ...

The 360º leader

developing your influence from anywhere in the organization

A business guide to EU enlargement

trade and investment opportunities in Europe and the accession states

This important new book looks dispassionately at the overall enlargement process and at each individual accession state and provides a clear assessment of the opportunities and difficulties presented to these countries and their business partners by their joining the EU. It is written in a ...

Key account management

a complete action kit of tools and techniques for achieving profitable key supplier status

Any organization#s key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. Completely updated and revised with lots of new material to reflect the latest best practice, this edition ...

Leading the professionals

how to inspire & motivate professional service teams

Due to the nature of their work and personalities, many professionals prefer to do things on their own, in their own way. A firm#s best talents may not take too kindly to being told what to do and when to do it. They may ...

Nations of the world 2004

world business and economis review

Updated yearly, "Nations of the World" highlights the political and economic situation in over 230 countries and territories and is a useful reference source for individuals and organizations with an active interest in world affairs. Political and economic analysis by over 100 commentators, journalists and ...

Business solutions on demand

transform the business to deliver real customer value

Based partly on IBM#s own transformation, and partly on the transformations that IBM has helped its clients to achieve, this ground- breaking book shows how companies can increase sales and improve margins by introducing a range of solutions INDICE 1.Business strategy and transformation ...

How to win as a stock market speculator

City expert Alex Davidson reveals the secrets of making money as a stock market speculator. Offering trading methods for up and down markets, the guide equips the reader to trade like a professional, showing which financial instruments to use, and how to limit losses and ...

Marketing

essential principles, new realities

ÍNDICE: 1.What is marketing? .2.The business and marketing environment.3.Ethical marketing and social responsibility. 4.Buyer behaviour. 5.Segmenting, positioning and targeting.6.Marketing research. 7.Marketing and strategy .8.Products and brands .9.Price and pricing strategies .10.Promotion part 1 ...

The theory and practice of training

This introduction provides a wide-ranging outline to the major instructional and training concepts, and their relationship to training in practice. Written with the newcomer to training in mind, it covers topics including the training and organizational environment, and learning principles.

Tales for change

using storytelling to develop people and organizations

The link between storytelling and the concept of change and transition is as old as some of the stories themselves. The frog turns into the handsome prince, the ugly duckling into a swan and Cinders into a princess. However, storytelling is not just the province ...

Making sense of change management

a complete guide to the Models, Tools and Techniques of Organizational

Written for academics and professionals alike, this book is an attempt to make change easier. It is aimed at anyone who wants to understand why change happens, how it happens and what needs to be done to make change a welcome, rather than a dreaded ...

Bridging the culture gap

a practical guide to international business communication

Careers and jobs in travel and tourism

Travel and tourism is one of the fastest growing sectors in the United Kingdom. Budget airlines, the Internet and the growth of specialist holidays have all helped create new opportunities for anyone wanting to work in the travel and tourism industry. Whether it's to ...

Reward management

a handbook of remuneration strategy and practice

This fifth edition of the bestselling Reward Management has been thoroughly revised and updated to bring it in line with the latest thinking. Taking a strategic approach to the subject, it addresses the wide gap that exists between theory and practice, focussing on the implications ...

Change management excellence

using the four intelligences for successful organizational change

Using the unique 'compass of the intelligences' (business, political, spiritual, emotional and creative), Intelligent Change Management shows the reader how to lead and navigate change in their organization. The compass is used to examine: the business context for change; the political environment and internal barriers ...

Key marketing skills

strategies, tools and techniques for marketing success

Key Marketing Skills is not just another "introduction to marketing": it is a practical guide that provides professionals and students with vital information on successfully applying marketing strategies. Containing many new and improved chapters, numerous updated case studies for each chapter, and a CD-ROM including ...

The top consultant

developing your skills for greater effectiveness

This highly-acclaimed handbook is a comprehensive guide for all consultants looking to become expert practitioners and provide a first- class service to their clients. In this fully revised new edition of what has become a standard text, Calvert Markham shows how consultants can develop their ...

Start up & run your own business