20 Ergebnisse.

In this book, the authors explore account manager issues through the lens of a highly successful account manager's career at one of the world's leading global enterprises. Every chapter in the book includes passages in their shared and individual voices, so as to highlight varying perspectives. But the entire book together draws on our combined experiences and expertise of the two authors This book focuses on the career of Gus Maikish, who ha...

Customers Win, Suppliers Win: Lessons from One of IBM's Most Successful Strategic Account Managers by Noel Capon and Gus Maikish vividly draws account management best practices from IBM's up and down fortunes since the 1970s. In the process, it also offers an illuminating insider perspective on Big Blue's best and worst times - as experienced in day-to-day interactions with some of its most important customers. The book's most provocative take...

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In The Front-Line Sales Manager - Field General, our perspective is very straightforward. Webelieve the firm succeeds or fails based on the performance of its sellers. If sellers succeed in makingtheir sales goals, all things equal, the firm makes profits, survives, and grows, and shareholder valueincreases. Conversely, if sellers fail, the firm fails, and no one gets a paycheck! Just ask former employeesat Blockbuster, Kodak, Lotus, Sun, Toys...

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The perfect supplementary text for any global account management course!In recent years, many corporations large and small, based in many countries around the world, have developed key, strategic, and global account management programs. Correspondingly, business schools, consulting organizations, and the Strategic Account Management Association (SAMA) offer courses for practicing managers. Additionally, business schools provide courses for gra...

At 668 pages and 26 chapters, Managing Marketing in the 21st Century is about understanding how to develop market strategy and manage the marketing process. This is not a book that attempts to describe all there is to know about marketing, rather, the book focuses on what the prospective manager needs to know. Hence, Managing Marketing in the 21st Century differs from other senior undergraduate and introductory graduate-level marketing texts. ...

At 446 pages and 26 chapters, Capon's Marketing Framework 4th Edition is shortened version of Managing Marketing in the 21st Century, 4th Edition. Nonetheless, this book provides a solid framework for marketing students.Capon's Marketing Framework is about understanding how to develop market strategy and manage the marketing process. This is not a book that attempts to describe all there is to know about marketing, rather, this book focuses on...

At 186 pages and 20 chapters, Capon's Marketing Essentials provides the essence of marketing.Developed by popular request, Capon's Marketing Essentials highlights the key features of developing and implementing market strategy, in an easy-to-read and much smaller volume than either Managing Marketing in the 21st Century or Capon's Marketing Framework. What Capon's Marketing Essentials lacks in examples, it makes up for in conciseness. Students...

Strategic Account Strategy is designed to help corporations and businesses develop key/strategic and global account programs, and for individual key/strategic and global account managers to develop strategy and action programs for individual accounts. The volume comprises a set of frameworks in two books: Book 1 -The Strategic Account Program and Book 2 - Planning for Strategic Accounts.

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Managing Global Accounts will help you address the issues of dealing with global customers. As globalization takes hold several things happen, customers are more demanding and sophisticated, competition gets tougher, business is more complex and fast changing, and highly competent global account managers are in short supply. The managerial challenges of competing in a global world are more difficult in orders of magnitude than competing domest...

Sales Eats First examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously inject their intellectual capital into the value propositions that benefit both customers and their own companies. Capon and Tubridy show that today's most successful companies are customer-motivated organizations where sales has the recognized responsibility for identifying customer needs ...

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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 ...