Book Description
"Unquestionably the most comprehensive treatment available on the subject. I found this book unique in its capacity to benefit executives, planning staff, and students of strategy alike."
-- Robert L. Joss, Dean of the Graduate School of Business, Stanford University
Create successful strategies for today's dynamic business environment
It isn't your Dad's (or Mom's) marketplace any more. Business environments once seemed quite stable and simple. Today, every market can be described as dynamic, and you need to adapt your strategies in order to counter the threats and maximize your opportunities.
The Eighth Edition of Strategic Market Management is designed to give you the strategic management tools you need to meet the challenges created by the dynamic nature of markets. Using a variety of concepts and methods such as strategic questions, portfolio models, and scenario analysis, the book outlines the five competencies that spark successful, ongoing strategizing:
Strategic analysis--With an emphasis on external market analysis, this new edition illustrates a structured approach to understanding the customer, the competitor, and important trends that you can apply to your strategic decision making
Stimulating and managing innovation--Understand different types of innovation and deal with the organizational challenges involved in bringing innovations to market
Managing multiple businesses--Know how to allocate resources towards businesses of the future and away from businesses that lack growth potential
Creating advantage--Take a long-term perspective to develop truly sustainable competitive advantages (SCAs)
Developing growth strategies--Gain the skills to energize, leverage, globalize the business, or create new businesses
Significantly revised, with a wealth of new and updated material, Strategic Market Management, 8th Edition remains the most authoritative guide to creating business strategies that will be relevant and compelling to customers, sustainable even in face of competitive attack, and maximize the assets and competencies of your organization.
Customer Reviews:
Leveraging Secondary Brand Knowledge to Build Brand Equity.......2007-05-16
In my opinion the most clever chapter in the book discusses how brand equity can be built through secondary brand associations.
Strategic Market Management - 5th Ed - Aaker.......2004-02-19
The 5th edition is, in my view, disorganised, unnecessarily complicated and seems to have been hurriedly finished. This text book was required reading for my MBA (Warwick Business School)
Exceptional book!.......2003-07-22
This book was part of the required reading for my MBA program at UCI and so far it is the best strategic marketing text I have read. Prof. Aaker's writing style is both concise and eloquent, very well organized and easy to read. I will keep this book on my bookshelf for a long time, it is very "reusable" and goes way beyond the class room. A must-have for both corporate executives and enterpreneurs.
Simpe, Concise, Precise and Easy to Understand.......1999-07-29
I used this book when I took a strategic marketing class in my MBA program. The author of this book did an excellent job in explaining strategic marketing concepts in a simple but practical way. The main strength of this book is it is very well-organized and easy to follow. The author also used many real-world samples to explain and support marketing concepts presented in the text. I recommend that any business student who has to take business policy class use this book as his or her reference.
An excellent book for marketing strategy.......1999-07-23
I was first exposed to Aakers Strategic Market Management during a marketing strategy course at National University of Singapore. I really appriciated the disposition of the books. It is relatively thin, not many words are useless (which is uncommmon in the case of marketing text books).
Later, still a student, I got the opportunity to develop a marketing strategy for a smaller firm. During this time Aakers book was of the outmost value, being used for reference throughout the analysis. Highly recommendable.
Book Description
Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers
The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters.
Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides:
- A world-class competency model for strategic account managers
- Techniques for developing a program to manage and grow "co-destiny" relationships
- Examples and cases from Honeywell, 3M,and other leading corporations
Customer Reviews:
The Bible for Account Management.......2006-05-31
Over the last three years, we have been using "The Seven Keys..." as the bible to follow in our implementation process. Every person involved is required to read the book. It has become our organization's often-quoted bible for account management. A must read!
The Guide for Strategic Account Mangement.......2005-01-18
This is a very educational book that every company should read and buy into before attempting a SAM program. I enjoyed the real world exmaples even though they did sometimes leave me feeling a bit 'sold to'(and I usually like that!)
But the reason I've only given this book 4 stars is that it's written very much for the analytical reader, an MBA who absorbes information would love this book. But I am not one of those and would like to have seen a higher emotional content and some more human aspects.
This however should not stop you from buying this book. In fact if you are considering a Strategic Account Management program you MUST read this now.
Make sure you have a program that really worksý.......2003-09-16
In today's marketplace key account (relationship) management is imperative. With the ever changing/increasing demands placed on these accounts it is even more important to develop a focus and a strategic game plan behind them. This book is a must read and a must have on your bookshelf. It's laid out in a friendly manner (the seven keys) and is easy to read. Whether you currently have a strategic account management program in place, are looking at implementing a new program, or are looking how to fine-tune an existing one -- the 7 Keys to Managing Strategic Accounts will help you in the process. Make sure you have a program that really works!
Great Real-World Advice.......2003-06-12
As an MBA candidate who spends far too much time reading textbooks, I found Seven Keys a welcome change in my business reading. It's readable, well-organized, full of real-world examples, and it lets me quickly know how I can ready an organization for effective strategic account management. These authors clearly have busy people in mind. I read the chapters that were of particular interest and then I read the remainder. Time well-spent.
Jay Readey
MBA Candidate, Yale University School of Management
Common-Sense Guidance Just in Time!.......2003-05-08
We just launched what we thought was a
strategic account program for our largest
customers last year, but I just learned
from this book that it's actually a key
account program in disguise.
Now we can use the authors' common-sense
guidance to focus on the customers who
truly have strategic potential, align our
entire company behind the initiative instead
of just the sales force, and set up an
account manager development program that
really works. Great job!
David S. Feldmann
Product Manager, Legal & Business Products
The Bureau of National Affairs, Inc.
Book Description
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.
Download Description
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.
Customer Reviews:
Wake me up when you're done writing.......2007-07-07
The sound you hear as you read this review is me snoring as I once again attempt to read this book.
I find it to be a snoozoid...but there is some context that would be valuable.
If your sales position is working with a handful of key accounts you should buy this book. Assuming you can read through it and not fall asleep it will likely be of value to you.
This book covers the key account management from all points of view.......2005-08-22
This book covers the key account management from all points of view. It is very useful for every key account manager because in the various chapters it handles every important issue that can be a part of key account management.
cost of book.......2003-10-13
i like this book and i want to buy it please tell me process.
Thorough introduction to account management........2002-12-12
As a manager in a large international consulting firm, I've been exposed to a number of different issues in a key account management. This is one of the most thorough reviews of the subject I've come across.
The book spends about 30 pages covering the introduction to what Key Account Management is, and more importantly what it is not. It provides a balanced view to the benefits to both the customer and supplier firm, as well as instances where key account management may not be appropriate.
The bulk of the book (Part 2 and 3) covers key account analysis and planning. It devotes two entire chapters to key account analysis and supplier firm analysis/competitor analysis. These are perhaps the most valuable chapters in the book. Chapter 7 covers formulating and capturing the key account strategy -- from the vision and mission statements through action plans and resource committments. Part 2 also provides significant coverage of the various organizational issues around organizing for key account management.
Part 4 covers critical issues in key account management, including issues in partnering with your key accounts and a whirlwind treatment of issues related to global account management.
The content of the book (though dry) is good for a survey of the issues. A number of examples are provided to illustrate points, though some of these examples are fairly weak and could have easily been omitted. The exercises and appendices provided take up nearly 70 pages. The exercises are extremely helpful at boiling down analysis, planning and information requirements for improving key account plans. The appendices provide exposition and further examples to back up the content.
Overall, I would recommend this book for anyone who is new to account management and looking for a very even-handed overview of the structure, processes and critical issues for account management. It was exactly what I expected. I would not recommend this book for someone who is looking for an introduction to a sales organization or for tecniques on selling as that's not where the book is focused.
Very thorough.......2002-03-12
Working in KAM and writing my thesis on Benchmarking KAM/KAS, I find this book to be one of the two cornerstones for me. It is well-developed and unlike many of the other books on the market, it leaves you with the impression that the process is difficult, but possible with proper planning. I have read many other books on the subject, that tell amusing anecdotes, make it look simple, and give little structure for proceeding. They are actually long sales brochures for the consultants that wrote the books. Capon's book covers how to manage the process of selecting, approaching, and acquiring key accounts, and more importantly, how to align this process with the strategy of the firm. Very useful.
Book Description
Not only do the goals of marketing departments often fail to match those of finance, they sometimes outright conflict. The two departments speak different languages, they have no clear link, and - bottom line - the markets for customers and investors are separate. But one innovative book can change everything. CREATING MARKET VALUE illustrates a cause-and-effect model of relationships between marketing and finance based on a common language, economic theory, and financial accounting data. This model links intangible assets to the market value of firms. Breaking with the tradition of valuing companies based on unrelated ratios and metrics, Dr. Victor Cook identifies three metrics that bind marketing and finance: the Value Sales Principle, the Rule of Maximum Earnings, and the Competitive Valuation Paradigm. These groundbreaking principles point to a model that unites important metrics from marketing and sales and adds to the understanding of exactly what drives the value of an organization.
Customer Reviews:
A new perspective for assessing firm performance.......2006-08-22
Competing for Customers and Capital is a must read for those in the finance and marketing areas, and especially for those who are, or aspire to be, upper-level managers. Whether you agree with his approach or not, the concepts Cook presents will encourage you to think about the marketing-finance interface in a new and collaborative way. As the first set of chapters is devoted to developing the theoretical constructs used in the book, I would suggest that you begin with chapter 5, read thought to the end and then come back and read chapter 1. Chapters 2 through 4 are not for the quantitatively challenged. For me the book's most evocative idea is illustrated in Chart 1-5, which suggests a much broader and longer term view of the customer as captured by the enterprise marketing concept. Enjoy!
Book Description
"Troy Waugh—‘the rainmakers’ rainmaker’—has provided a well-designed blueprint for selling professional services that skillfully draws upon his more than thirty years in the field. This practical, highly focused guide to the selling process can help our firms achieve sales successes measured not only by effort but also by bottom-line results."—Howard B. Allenberg, vice chairman and CIO, BDO Seidman, LLP
Finally, peerless focus on how to break into all aspects of the selling process and the currents of relationship and buyer development. Learn how to build your personal and firm business more successfully. Covers the process of relationship and buyer development. Provides proven strategies from hundreds of the world's successful firms.
Order your copy today!
Download Description
New marketing strategies for professional service businesses
This insightful guide shows professional services professionals like accountants, lawyers, and consultants how to market their services and sell better. It covers the entire service transaction, from developing a relationship to closing the deal and helps service professionals determine where they are in the selling process and follow-through for the best result. With 101 Marketing Strategies, professional services providers will learn to bring in new clients and build better relationships with existing ones.
Troy Waugh, CPA (Nashville, TN), is the author of the highly acclaimed book Power Up Your Profits and one of the most sought-after speakers on sales and marketing professional services in the country. He is also the founder of The Rainmaker Academy, the leading sales and marketing training courses in the U.S. and Western Europe.
Customer Reviews:
Not marketing but selling.......2005-12-19
This book is not about marketing strategies but instead a classic book about selling and prospecting. One marketing lesson to be learned though: Newer use false declarations and dont lie about your product.
101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms.......2005-07-19
Was not happy with the book.
Waste of my money
Not Worth The Effort.......2004-11-08
The book explores some aspects of lawyer marketing but the treatment is superficial at best. Sorry, but I did not find this book helpful
Average customer rating:
|
Key Account Plans: The Practitioners Guide to Profitable Planning
Lynette Ryals , and
Malcolm McDonald
Manufacturer: Butterworth-Heinemann
ProductGroup: Book
Binding: Paperback
 General
| Business & Investing
| Subjects
| Books
Management
| Accounting
| Industries & Professions
| Business & Investing
| Subjects
| Books
Management
| Management & Leadership
| Business & Investing
| Subjects
| Books
Systems & Planning
| Management & Leadership
| Business & Investing
| Subjects
| Books
General
| Marketing
| Marketing & Sales
| Business & Investing
| Subjects
| Books
ASIN: 0750683678 |
Book Description
To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald.
Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver-
* Clear descriptions of the various techniques and the reason for their importance
* A hugely powerful step by step approach to using the key techniques to build strategic skills
* Templates for building real plans
* Cases, examples and vignettes to show best real world practice
Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text.
* As author of the hugely successful Marketing Plans (now in it's 6th edition) McDonald has proved himself one of the world's leading business authors- working here with Professor Lynette Ryals they have produced the authoritative guide to this crucial area of business to business marketing.
* Carefully constructed step by step approach allows the reader to build strategic thinking, and highly developed templates allow real world planning.
* The use of key cases and examples illustrate best practice in action and allow the authors to demonstrate the power of their strategic approach to drive profitability across all industry sectors.
Average customer rating:
- Learn ACT!2000 NOT for the advanced user
|
Learn Act! 2000 for the Advanced User
Deborah Bean , and
Neal Berkowitz
Manufacturer: Wordware Publishing
ProductGroup: Book
Binding: Paperback
Systems & Planning
| Management & Leadership
| Business & Investing
| Subjects
| Books
Marketing & Sales
| Business & Investing
| Subjects
| Books
| Advertising
| Consumer Behavior
| Customer Service
| Marketing
| Public Relations
| Sales & Selling
Entrepreneurship
| Small Business & Entrepreneurship
| Business & Investing
| Subjects
| Books
General
| Accounting
| Business
| Software
| Computers & Internet
| Subjects
| Books
General
| Business
| Software
| Computers & Internet
| Subjects
| Books
General
| Software
| Computers & Internet
| Subjects
| Books
General
| Computers & Internet
| Subjects
| Books
General
| Databases
| Computers & Internet
| Subjects
| Books
ASIN: 1556227442 |
Book Description
Learn ACT! 2000 for the Advanced User presents a series of topics designed for those who have gone beyond the basics of this industry-leading contact management software. Among these topics for advanced users are customizing the screen layout, adding groups and subgroups, setting up for and using e-mail, and synchronizing databases. The authors discuss several enhancements to ACT! 2000, including the new Sales/ Opportunities tab, which is based on the Dale Carnegie® sales methodology and assists in tracking contacts through the sales process. ACT! 2000 has also added more Internet links to assist with sales training, area code updates, and sales leads; integrated more closely with Microsoft Outlook; and automated some database maintenance tasks. SalesLogix, the new owner of ACT!, is also discussed.
The companion CD provides the latest service packs from SalesLogix, some of the more important add-ons, and several examples of what can be done with ACT!, including an Access program showing how ACT! can be combined with a database program to perform basic sales functions.
Customer Reviews:
Learn ACT!2000 NOT for the advanced user.......2000-09-12
The cover says that this is a book for advanced users. How come they spend 21 pages on installing the software. Do you know an advanced user who needs 21 pages to install a piece of software?
In the section about modifing templates they fail to mention that there is hidden text at the beginning of the document that if deleted will cause you document not to be added to your history tab.
This is a beginners book.
Average customer rating:
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Management Accounting: Strategic Planning and Marketing (CIMA)
Patrick McNamee
Manufacturer: Butterworth-Heinemann
ProductGroup: Book
Binding: Paperback
General
| Business & Investing
| Subjects
| Books
General
| Accounting
| Industries & Professions
| Business & Investing
| Subjects
| Books
Management
| Accounting
| Industries & Professions
| Business & Investing
| Subjects
| Books
General
| Accounting
| Accounting & Finance
| Professional & Technical
| Subjects
| Books
ASIN: 0750603399 |
Book Description
Expert guidance for CPAs who want to become marketing savvy, improve profits, and gain satisfaction
This updated Second Edition demonstrates how combining the power of trust with the power of persuasion can help CPAs sell their services more effectively. Each chapter develops a key concept of marketing or selling that's easy to follow and shows how to apply the concepts to any CPA practice. Through a step-by-step approach to developing and mastering a stronger marketing and sales presence, this book focuses on how to dramatically enhance the reader's growth potential. It presents real-world examples from top CPA rainmakers and other marketing and management gurus, including Tom Peters. This updated second edition offers interviews covering Sarbanes-Oxley and the new accounting rules.
Troy Waugh, CPA (Nashville, TN), is founder, President, and CEO of The Rainmaker Academy, a comprehensive three-year leadership, client service, and practice development training program for CPAs.
Customer Reviews:
Great Book from a Rainmaker's Rainmaker.......2007-06-04
A great general and comprehensive book on marketing for CPAs. Troy Waugh is really "the rainmaker's rainmaker." He has great insight into practice development for professiona service firms, and this book touches all areas. This is a 'must read' for anyone interested in growing a CPA firm.
Must read for anyone in accounting.......2007-03-08
My first boss at Grant Thornton (the best in the business) thrust this into my hands the day I started there in 2003. It opened my eyse to the ways of business development in the accounting profession and taught me lessons I use to this day.
If you are new to professional services, buy this, Tom Sant's Persuasive Proposal Writing, Harry Beckwith's Selling the Invisible and David Maister's Managing the Professional Service Firm. If you are new accouting, add Kaye Vivian's Winning Proposals. It might be hard to find but well worth it.
Long live Troy Waugh.
Average customer rating:
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Strategic Management Accounting: Published in association with the Chartered Institute of Management Accountants
Keith Ward
Manufacturer: Butterworth-Heinemann
ProductGroup: Book
Binding: Paperback
General
| Business & Investing
| Subjects
| Books
Management
| Accounting
| Industries & Professions
| Business & Investing
| Subjects
| Books
Management & Leadership
| Business & Investing
| Subjects
| Books
| Business Ethics
| Consolidation & Merger
| Decision-Making & Problem Solving
| Distribution & Warehouse Management
| Industrial
| Information Management
| Leadership
| Management
| Management Science
| Motivational
| Negotiating
| Operations Research
| Planning & Forecasting
| Pricing
| Production & Operations
| Project Management
| Quality Control
| Risk Assessment
| Statistics
| Strategy & Competition
| Systems & Planning
| Systems Analysis
| Teams
| Total Quality Management
| Training
General
| Marketing
| Marketing & Sales
| Business & Investing
| Subjects
| Books
General
| Sales & Selling
| Marketing & Sales
| Business & Investing
| Subjects
| Books
All Titles
| Qualifying Textbooks - Fall 2007
| Stores
| Books
Business & Investing
| Qualifying Textbooks - Fall 2007
| Stores
| Books
ASIN: 0750601108 |
Book Description
* Challenging and provocative book * Shows how management accounting techniques can be integrated into the strategic decision making process * Extensive use of practical examples from a variety of contexts.An introduction to business strategy for management accountants, financial accountants or managers with an accounting orientation. The book places management accounting clearly within the context of strategic management of the business. Offers qualified accountants a sound introduction to strategic management, and with practical examples and mini-cases provided throughout, this book is comprehensive yet concise.
Keith Ward addresses strategic management accounting as a continuous process of analysis, planning and control. Management accounting is about supplying the right information to the right people at the right time, and this can only be expressed in the context of the business strategy and strategic plan. The implementation of appropriate management accounting systems to complement different strategies is discussed in detail. Applications and examples include multinational organizations, non-profit organizations and varying organizational structures. Finally the author covers methods of using management accounting for strategic advantage.
Challenging and provocative book
Shows how management accounting techniques can be integrated into the strategic decision making process
Extensive use of practical examples from a variety of contexts
Books:
- Survey of Accounting: Making Sense of Business
- The Art of Innovation: Lessons in Creativity from IDEO, America's Leading Design Firm
- The Complete Hans Christian Andersen Fairy Tales
- The Edgar Online Guide to Decoding Financial Statements: Tips, Tools, and Techniques for Becoming a Savvy Investor
- The Fair Tax Book: Saying Goodbye to the Income Tax and the IRS
- The Handbook of Fixed Income Securities
- The Ultimate Study Guide for the National Certification Examination for Therapeutic Massage and Bodywork: Key Review Questions and Answers (Topics: Human Anatomy, Physiology, and Kinesiology) Volume 1
- The Ultimate Study Guide for the National Certification Examination for Therapeutic Massage and Bodywork: Key Review Questions and Answers (Topics: Clinical Pathology and Recognition of Various Conditions) Volume 2
- West Federal Taxation 2007: Corporations, Partnerships, Estates, and Trusts (with RIA Checkpoint and Turbo Tax Business CD-ROM)
- Whitethorn Woods
Books Index
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