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"... Addresses the factors that make managing the account relationship different from territory management, and offers tools to help the account manager measure success or position within the account. ... Outlines how a team approach can be used to successfully sell at all levels of the customer's organization."--Book jacket.
Book Synopsis Manage Globally, Sell Locally by : A. Lee Blackstone
Download or read book Manage Globally, Sell Locally written by A. Lee Blackstone and published by McGraw Hill Professional. This book was released on 1995 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: "... Addresses the factors that make managing the account relationship different from territory management, and offers tools to help the account manager measure success or position within the account. ... Outlines how a team approach can be used to successfully sell at all levels of the customer's organization."--Book jacket.
There is a growing requirement for truly successful and effective Key Account Management (KAM) in the ever increasingly competitive global market. Increased digitalization requires improved personal communication to make a difference. Key account business is made between people. Stakes are high. The potential reward with a key account is tremendous while cost of people is considerable and the required time to get to success is getting shorter and shorter. This is not a theoretical book. It is all about how to do it in real life. Regardless if you are a beginner or if you are already experienced in the business, there are ideas and inspiration to pick up. The reader gets a lot of practical tips: How to analyze, plan and influence. How to work in teams, local and global. How and when to look at partnership. How to sell professionally and effectively. How to set pricing, negotiate and follow up. How to manage problems. How to use the right attitude. How to increase the probability to win in every step. Everything explained in a down to earth language, with a lot of examples and a twinkle in the eye. Whether you take the book from scratch and do everything in it, or use your current work methods and add or change what can be improved, it will help you in increasing the probability to win. And that is what it is all about.
Book Synopsis How to Win in Key Account Management by : Jan Lind
Download or read book How to Win in Key Account Management written by Jan Lind and published by BoD - Books on Demand. This book was released on 2017-01-12 with total page 238 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is a growing requirement for truly successful and effective Key Account Management (KAM) in the ever increasingly competitive global market. Increased digitalization requires improved personal communication to make a difference. Key account business is made between people. Stakes are high. The potential reward with a key account is tremendous while cost of people is considerable and the required time to get to success is getting shorter and shorter. This is not a theoretical book. It is all about how to do it in real life. Regardless if you are a beginner or if you are already experienced in the business, there are ideas and inspiration to pick up. The reader gets a lot of practical tips: How to analyze, plan and influence. How to work in teams, local and global. How and when to look at partnership. How to sell professionally and effectively. How to set pricing, negotiate and follow up. How to manage problems. How to use the right attitude. How to increase the probability to win in every step. Everything explained in a down to earth language, with a lot of examples and a twinkle in the eye. Whether you take the book from scratch and do everything in it, or use your current work methods and add or change what can be improved, it will help you in increasing the probability to win. And that is what it is all about.
Packed with experiential exercises, self-assessments, and group activities, Management Fundamentals: Concepts, Applications, and Skill Development, Tenth Edition develops essential management skills students can use in their personal and professional lives. Bestselling author Robert N. Lussier uses the most current cases and examples to illustrate management concepts in today’s ever-changing business world. This fully updated new edition provides in-depth coverage of key AACSB topics such as diversity, ethics, technology, and globalization. New to this Edition: New Cases New and expanded coverage of important topics like generational differences, sexual harassment, AI, cybersecurity, entrepreneurial mindset, managing change, and emotional intelligence Fully updated Trends and Issues in Management sections in each chapter Hundreds of new examples, statistics, and references so your students are exposed to the latest thinking in management Key Features: Case studieshighlight contemporary challenges and opportunities facing managers at well-known organizations such as IKEA, LG, Alibaba, and Buc-ees. Trends and Issuessectionsexplore timely topics such as the changing nature of work, managing multiple generations, and virtual teams. Self-Assessmentshelp readers gain personal knowledge of management functions in the real world and provide opportunities for readers to learn about their personal management styles and apply chapter concepts. Skill Builder Exercisesdevelop skills readers can use in their personal and professional lives. Ideas on Management chapter-opening caseshighlight real companies and people and are revisited throughout the chapter to illustrate and reinforce chapter concepts. Case studiesask readers to put themselves in the role of a manager to apply chapter concepts and consider issues facing real organizations.
Book Synopsis Management Fundamentals by : Robert N. Lussier
Download or read book Management Fundamentals written by Robert N. Lussier and published by SAGE Publications. This book was released on 2023-02-21 with total page 912 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with experiential exercises, self-assessments, and group activities, Management Fundamentals: Concepts, Applications, and Skill Development, Tenth Edition develops essential management skills students can use in their personal and professional lives. Bestselling author Robert N. Lussier uses the most current cases and examples to illustrate management concepts in today’s ever-changing business world. This fully updated new edition provides in-depth coverage of key AACSB topics such as diversity, ethics, technology, and globalization. New to this Edition: New Cases New and expanded coverage of important topics like generational differences, sexual harassment, AI, cybersecurity, entrepreneurial mindset, managing change, and emotional intelligence Fully updated Trends and Issues in Management sections in each chapter Hundreds of new examples, statistics, and references so your students are exposed to the latest thinking in management Key Features: Case studieshighlight contemporary challenges and opportunities facing managers at well-known organizations such as IKEA, LG, Alibaba, and Buc-ees. Trends and Issuessectionsexplore timely topics such as the changing nature of work, managing multiple generations, and virtual teams. Self-Assessmentshelp readers gain personal knowledge of management functions in the real world and provide opportunities for readers to learn about their personal management styles and apply chapter concepts. Skill Builder Exercisesdevelop skills readers can use in their personal and professional lives. Ideas on Management chapter-opening caseshighlight real companies and people and are revisited throughout the chapter to illustrate and reinforce chapter concepts. Case studiesask readers to put themselves in the role of a manager to apply chapter concepts and consider issues facing real organizations.
Packed with experiential exercises, self-assessments, and group activities, Management Fundamentals: Concepts, Applications, and Skill Development, Tenth Edition develops essential management skills students can use in their personal and professional lives. Bestselling author Robert N. Lussier uses the most current cases and examples to illustrate management concepts in today’s ever-changing business world. This fully updated new edition provides in-depth coverage of key AACSB topics such as diversity, ethics, technology, and globalization. New to this Edition: New Cases New and expanded coverage of important topics like generational differences, sexual harassment, AI, cybersecurity, entrepreneurial mindset, managing change, and emotional intelligence Fully updated Trends and Issues in Management sections in each chapter Hundreds of new examples, statistics, and references so your students are exposed to the latest thinking in management Key Features: Case studieshighlight contemporary challenges and opportunities facing managers at well-known organizations such as IKEA, LG, Alibaba, and Buc-ees. Trends and Issuessectionsexplore timely topics such as the changing nature of work, managing multiple generations, and virtual teams. Self-Assessmentshelp readers gain personal knowledge of management functions in the real world and provide opportunities for readers to learn about their personal management styles and apply chapter concepts. Skill Builder Exercisesdevelop skills readers can use in their personal and professional lives. Ideas on Management chapter-opening caseshighlight real companies and people and are revisited throughout the chapter to illustrate and reinforce chapter concepts. Case studiesask readers to put themselves in the role of a manager to apply chapter concepts and consider issues facing real organizations.
Book Synopsis Management Fundamentals by : Robert N. Lussier
Download or read book Management Fundamentals written by Robert N. Lussier and published by SAGE Publications. This book was released on 2023-02-21 with total page 814 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with experiential exercises, self-assessments, and group activities, Management Fundamentals: Concepts, Applications, and Skill Development, Tenth Edition develops essential management skills students can use in their personal and professional lives. Bestselling author Robert N. Lussier uses the most current cases and examples to illustrate management concepts in today’s ever-changing business world. This fully updated new edition provides in-depth coverage of key AACSB topics such as diversity, ethics, technology, and globalization. New to this Edition: New Cases New and expanded coverage of important topics like generational differences, sexual harassment, AI, cybersecurity, entrepreneurial mindset, managing change, and emotional intelligence Fully updated Trends and Issues in Management sections in each chapter Hundreds of new examples, statistics, and references so your students are exposed to the latest thinking in management Key Features: Case studieshighlight contemporary challenges and opportunities facing managers at well-known organizations such as IKEA, LG, Alibaba, and Buc-ees. Trends and Issuessectionsexplore timely topics such as the changing nature of work, managing multiple generations, and virtual teams. Self-Assessmentshelp readers gain personal knowledge of management functions in the real world and provide opportunities for readers to learn about their personal management styles and apply chapter concepts. Skill Builder Exercisesdevelop skills readers can use in their personal and professional lives. Ideas on Management chapter-opening caseshighlight real companies and people and are revisited throughout the chapter to illustrate and reinforce chapter concepts. Case studiesask readers to put themselves in the role of a manager to apply chapter concepts and consider issues facing real organizations.
Global Themes and Local Variations in Organization and Management: Perspectives on Glocalization offers a broad exposition of the relations between the global and the local with regard to organizational and managerial ideas, practices, and forms. This edited volume forges ahead to capture the complexity of modern management and organization that results from the processes of glocalization. Universality is among the core underlying principles of the management of organizations, as well as of organization and management science itself. Yet, reality reveals enormous variation across social and cultural contexts. For instance, multinational corporations must adjust their management practices to adhere to national regulation and local standards; manufacturers and service providers routinely tailor their products to suit the local preferences of consumers; and non-profit organizations amend their advocacy agenda to appeal to local sentiments. The work assembled here goes beyond merely describing such patterns of variation and adaptation in organization and management; research and commentary engage directly with the tensions between homogeneity and heterogeneity, convergence and divergence, global and local. With contributions from leading scholars in the field of comparative organization studies, this collection offers a substantive contribution to the investigation of organization and management, as well as providing a valuable resource for students of organization studies, international business, and sociology.
Book Synopsis Global Themes and Local Variations in Organization and Management by : Gili S. Drori
Download or read book Global Themes and Local Variations in Organization and Management written by Gili S. Drori and published by Routledge. This book was released on 2013-07-24 with total page 592 pages. Available in PDF, EPUB and Kindle. Book excerpt: Global Themes and Local Variations in Organization and Management: Perspectives on Glocalization offers a broad exposition of the relations between the global and the local with regard to organizational and managerial ideas, practices, and forms. This edited volume forges ahead to capture the complexity of modern management and organization that results from the processes of glocalization. Universality is among the core underlying principles of the management of organizations, as well as of organization and management science itself. Yet, reality reveals enormous variation across social and cultural contexts. For instance, multinational corporations must adjust their management practices to adhere to national regulation and local standards; manufacturers and service providers routinely tailor their products to suit the local preferences of consumers; and non-profit organizations amend their advocacy agenda to appeal to local sentiments. The work assembled here goes beyond merely describing such patterns of variation and adaptation in organization and management; research and commentary engage directly with the tensions between homogeneity and heterogeneity, convergence and divergence, global and local. With contributions from leading scholars in the field of comparative organization studies, this collection offers a substantive contribution to the investigation of organization and management, as well as providing a valuable resource for students of organization studies, international business, and sociology.
This book considers the increasing importance of changing structures, organization and management, within multinational corporations.
Book Synopsis Managing the Global Network Corporation by : Bruce McKern
Download or read book Managing the Global Network Corporation written by Bruce McKern and published by Routledge. This book was released on 2003-04-24 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book considers the increasing importance of changing structures, organization and management, within multinational corporations.
Global Marketing is invaluable text for M.Com, and MBA students studying international or global marketing. Today, many companies have trouble deciding whether using a truly global marketing strategy is right for them. There is a slight trend back toward localization due to new efficiencies of customization made possible by technology, the Internet, and new manufacturing processes. "e;Mass Customization"e; has now taken the place of "e;Mass Production."e; In today's world, the customer does not always respond to a "e;one size fits all"e; approach. Global marketing is also a field of study in general business management to provide valuable products, solutions and services to customers locally, nationally, internationally and worldwide. Global Marketing Management equips students with knowledge and skills to enable them to make key management decisions and understand how organisations may be navigated through the increasingly dynamic and challenging global trading environment. Global marketing management is of great importance to a company that is looking to offer its product in an international market. This book will give a high level overview of the planning and organization marketing leaders must address when considering a new country to sell its product in.
Book Synopsis Global Marketing Management by : Gustavo Morales
Download or read book Global Marketing Management written by Gustavo Morales and published by Scientific e-Resources. This book was released on 2018-07-02 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt: Global Marketing is invaluable text for M.Com, and MBA students studying international or global marketing. Today, many companies have trouble deciding whether using a truly global marketing strategy is right for them. There is a slight trend back toward localization due to new efficiencies of customization made possible by technology, the Internet, and new manufacturing processes. "e;Mass Customization"e; has now taken the place of "e;Mass Production."e; In today's world, the customer does not always respond to a "e;one size fits all"e; approach. Global marketing is also a field of study in general business management to provide valuable products, solutions and services to customers locally, nationally, internationally and worldwide. Global Marketing Management equips students with knowledge and skills to enable them to make key management decisions and understand how organisations may be navigated through the increasingly dynamic and challenging global trading environment. Global marketing management is of great importance to a company that is looking to offer its product in an international market. This book will give a high level overview of the planning and organization marketing leaders must address when considering a new country to sell its product in.
Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing such global customer management programs. It draws on in-depth research at over 20 major U.S. and European multinational companies, such as ABB, Bechtel, BP, Bosch, British Airways, Carrefour, Daimler-Chrysler, Hewlett-Packard, HSBC, IBM, Schlumberger, Shell, Siemens, Tesco, Unilever, Vodafone, Wal-Mart, and Xerox. Readers will learn how to · think about managing global customers in the context of their overall global strategy · develop effective global customer management programs · overcome barriers to implementation and success · build better relationships with important customers · get the entire company to engage with managing global customers This book takes a strategic, total business, and not just sales approach to managing global customers. It also takes a customer as well as a supplier perspective. The book provides guidance on both strategy and implementation. Yip and Bink's Managing Global Customers takes a systematic and logic driven approach, yet provides many creative insights and practical advice. Managing Global Customers highlights the rewards of taking a step beyond global account management to create a Global Customer Management approach, integrating globally all aspects of the relationship between supplier and customer. The book gives a framework that guides international companies in using their relationships with global customers to their full potential. George Yip, author of the widely-praised Total Global Strategy, and Audrey Bink tackle in-depth one of the most important aspects of global strategy: How to manage global customers.
Book Synopsis Managing Global Customers by : George S. Yip
Download or read book Managing Global Customers written by George S. Yip and published by OUP Oxford. This book was released on 2007-09-06 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing such global customer management programs. It draws on in-depth research at over 20 major U.S. and European multinational companies, such as ABB, Bechtel, BP, Bosch, British Airways, Carrefour, Daimler-Chrysler, Hewlett-Packard, HSBC, IBM, Schlumberger, Shell, Siemens, Tesco, Unilever, Vodafone, Wal-Mart, and Xerox. Readers will learn how to · think about managing global customers in the context of their overall global strategy · develop effective global customer management programs · overcome barriers to implementation and success · build better relationships with important customers · get the entire company to engage with managing global customers This book takes a strategic, total business, and not just sales approach to managing global customers. It also takes a customer as well as a supplier perspective. The book provides guidance on both strategy and implementation. Yip and Bink's Managing Global Customers takes a systematic and logic driven approach, yet provides many creative insights and practical advice. Managing Global Customers highlights the rewards of taking a step beyond global account management to create a Global Customer Management approach, integrating globally all aspects of the relationship between supplier and customer. The book gives a framework that guides international companies in using their relationships with global customers to their full potential. George Yip, author of the widely-praised Total Global Strategy, and Audrey Bink tackle in-depth one of the most important aspects of global strategy: How to manage global customers.
When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.
Book Synopsis Negotiating Globally by : Jeanne M. Brett
Download or read book Negotiating Globally written by Jeanne M. Brett and published by John Wiley & Sons. This book was released on 2012-10-15 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.
Accounting systems and sustainability management are vital for company management and performance. This is particularly difficult for small businesses. As such, it is necessary to understand the features and issues of sustainable accounting systems, with a particular focus on small business. Maintaining Sustainable Accounting Systems in Small Business is a critical scholarly resource that explores sustainability accounting systems with small businesses and how the economic, social, and environmental aspects are related to each other in the companys management and performance. Featuring coverage on a broad range of topics such as management control system, integrated reporting, and small and medium enterprises, this book is geared towards entrepreneurs, business managers, academicians, business professionals, and graduate-level students seeking practical information about the different sustainable accounting systems from strategic, organizational, and accounting perspectives.
Book Synopsis Maintaining Sustainable Accounting Systems in Small Business by : Carvalho, Luísa Cagica
Download or read book Maintaining Sustainable Accounting Systems in Small Business written by Carvalho, Luísa Cagica and published by IGI Global. This book was released on 2018-06-15 with total page 387 pages. Available in PDF, EPUB and Kindle. Book excerpt: Accounting systems and sustainability management are vital for company management and performance. This is particularly difficult for small businesses. As such, it is necessary to understand the features and issues of sustainable accounting systems, with a particular focus on small business. Maintaining Sustainable Accounting Systems in Small Business is a critical scholarly resource that explores sustainability accounting systems with small businesses and how the economic, social, and environmental aspects are related to each other in the companys management and performance. Featuring coverage on a broad range of topics such as management control system, integrated reporting, and small and medium enterprises, this book is geared towards entrepreneurs, business managers, academicians, business professionals, and graduate-level students seeking practical information about the different sustainable accounting systems from strategic, organizational, and accounting perspectives.
