Accounts - Books On Amazon.com _{Check eBay.com!}

BOOK
Major Account Sales Strategy
Neil Rackham
$7.98

About this product:
no description

BOOK
The Seven Keys to Managing Strategic Accounts
Samuel Reese
$15.52

About this product:
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

BOOK
Playing Bigger Than You Are: How to Sell Big Accounts Even if You're David in a World of Goliaths
William P. G. Brooks
$15.82

About this product:
The small or mid-sized business' guide to outselling the big boys

Often, small or mid-sized businesses don't think they have the resources or the talent to compete with the larger competitors in their industry. But just because they don't have the advertising budgets or purchasing power of their bigger counterparts doesn't mean they can't play ball. For sales organizations, service matters much more than size.

If your sales business is competing with much bigger fish, the odds are stacked against you. Pressured and powerless, frustrated and overwhelmed, you might be tempted to give up. But smaller businesses often find advantages over their bigger competitors.

    • Includes proven tactics to help small businesses tackle bigger competitors
    • Author William T. Brooks is also the author of The New Science of Selling and Persuasion and How to Sell at Higher Margins Than Your Competitors
    • Shows you how to steal market share from bigger vendors with bigger resources

Just because your business can't flood the market with salespeople or contend on economy of scale and purchasing power, that doesn't mean you can't compete. The secret is Playing Bigger Than You Are.

BOOK
Essentials of Accounts Payable (Essentials Series)
Mary S. Schaeffer
$19.75

About this product:
ESSENTIALS OF ACCOUNTS PAYABLE

Full of valuable tips, techniques, illustrative real-world examples, exhibits, and best practices, this handy and concise paperback will help you stay up to date on the newest thinking, strategies, developments, and technologies in accounts payable.

"A real-world approach, with great insights and practical wisdom on all aspects of the accounts payable process. Essentials of Accounts Payable provides accounts payable professionals with a framework for action in a rapidly changing environment."
–Tom Nichols, Division Manager, Accounts Payable Operations, AT&T

"Mary Schaeffer has combined her considerable knowledge of the accounts payable process with the learning and benchmark statistics from top companies to produce a world-class guide to the AP process. Without Mary Schaeffer, and IOMA, AP would still be a neglected financial process without any formal reading to explain the complexities of a process that most companies think is simply paying the bills. This book is a must-read for anyone working in, directing, or managing AP operations, both seasoned professionals and those new to the process."
–Linda Sawyer Sisko, Programs Manager, Cisco Systems, Inc.

"This book does an excellent job of explaining the often complicated basics of the accounts payable functions. It provides a quick snapshot for busy executives who need to know how an accounts payable department should run. It is an excellent update for those executives who need to keep up to date on numerous issues that affect this rapidly evolving profession."
–Adrienne Glasgow, Chief Financial Officer, American Red Cross in Greater New York

The Wiley Essentials Series–because the business world is always changing...and so should you.

BOOK
Uniform System of Accounts for the Lodging Industry
$69.94

About this product:
this is a great tool for any new hotelier to have. very informative!

BOOK
Giving an Account of Oneself
Judith Butler
$16.00

About this product:
What does it mean to lead an ethical life under vexed social and linguistic conditions? In her first extended study of moral philosophy, Judith Butler offers a provocative outline for a new ethical practice-one responsive to the need for critical autonomy yet grounded in the opacity of the human subject.

BOOK
Numbered Account
Christopher Reich
$2.90

About this product:
Through the eyes of Christopher Reich, dive into the corrupt world of international high finance. In his debut novel, Reich offers a realistic and gritty "day-in-the-life" perspective on working in the world's financial mecca. For Nick Neumann, an ex-marine turned Harvard MBA with a gorgeous fiancée and an elite position at Morgan Stanley, life is good--until his mother's untimely death opens old wounds and rehashes questions regarding his father's unsolved murder. Nick wants the truth and is willing to sacrifice his career, love, and future for a crack at untangling the mystery surrounding his father's death. To do this, he takes a job at the prestigious United Swiss Bank, the venerable financial cornerstone of Geneva and his father's former employer. Before he can begin his investigation, however, disturbing events come into play: One portfolio manager is dead, another had a "nervous breakdown," and his training manager is jumping ship to cast accounts with their staunch enemy. All of the managers have one thing in common: they each oversaw a multimillion-dollar numbered account owned by the mysterious Pasha. If that isn't enough, the DEA steps in and orders Nick to serve up Pasha on a silver platter. Being the embodiment of American ideals, Nick takes matters into his own hands and is caught in a ruthless conspiracy that stretches around the world and into his personal life. Peppered with murder, revenge, and first-rate espionage, Numbered Account is a thinking person's thriller, a refreshing break from the old standbys.

BOOK
The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets - Your Customers
Tad Tuleja
$31.66

About this product:
'With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the large account management process provides an enduring framework for protecting and growing your most important customer relationships' - Damon Jones, COO, Miller Heiman, Inc. 'The large account management process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company' - Joseph L. Cash, Senior Vice President of Sales, Equifax Corporation. 'Miller Heiman's large account management process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results' - Paul Wichman, Vice President and Senior Division Sales Manager, Schwab Institution. "The New Successful Large Account Management" now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books "The New Strategic Selling" and "The New Conceptual Selling" provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly defined and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; and, climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

BOOK
Mama's Bank Account (Harvest/HBJ Book)
Kathryn Forbes
$1.66

About this product:
The charming adventures of the Mama of an immigrant Norwegian family living in San Francisco. This bestselling book inspired the play, motion picture, and television series I Remember Mama.

BOOK
Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset
Noel Capon
$17.72

About this product:

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.