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Key Account Management is a highly practical book with a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers - the lifeblood of any organization. Fully re-written to reflect the most recent trends and challenges, this new edition will reinforce its standing as the premier book on the subject. Very few books take the long-term, team-selling strategic view of KAM that this book takes, and it is the only book which focuses on implementation rather than theory. Based on real and current experience of companies facing the challenge, it provides tools for use in the real world that will help you to plan your own strategy as you proceed. The case studies span the full breadth of the KAM experience: FMCG, Retail, B2B, Petrochemical, Speciality Chemical, Service Industry, Pharmaceutical, IT and Financial Services. With a CDROM containing ready-to-use application tools, Key Account Management has found a global resonance with business practitioners, whilst also establishing itself on many academic reading lists.
Formerly published by Chicago Business Press, now published by Sage Professional Selling covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.
Peter Cheverton's Key Account Management (3rd edition 2004) has established itself as the leading book on the subject. The idea for this new book was prompted by the huge up-take for his KAM Masterclass seminars and workshops from sales and marketing people in FS companies all over the world. It follows a similar structure to the original book, but offers specific advice on marketing and selling financial products, with real-world examples and case studies from FS companies around the globe. Compiled from original in-depth research and interviews, the book is divided into seven parts and is designed to take the reader through the process of understanding, analysis, planning, implementation and performance monitoring, so it can be used as a 'before, during, and after' guide to practical implementation. With areas covered such as the changing environment in financial services; the buying process; competitor replacement strategies; identifying key accounts; meeting the customer's needs; E-commerce and the Internet; and management of non key accounts, this book is a must-have for anyone working or studying in this field.
In our media-saturated environment, how can we teach students to distinguish true statements from those that are false, misleading, or manipulative? How can we help them develop the skills needed to identify biases and stereotypes, determine credibility of sources, and analyze their own thinking and its effect on their perceptions? In Teaching Students to Decode the World, authors Chris Sperry and Cyndy Scheibe tackle these questions as they introduce readers to constructivist media decoding (CMD), a specific way to lead students through a question-based analysis of media materials—including print and digital documents, videos and films, social media posts, advertisements, and other formats—with an emphasis on critical thinking and collaboration. Drawing from their decades of experience as teachers, consultants, and media literacy advocates, the authors explain how to * Develop and facilitate CMD activities in the classroom and in virtual teaching environments; * Implement CMD across the curriculum, at all grade levels; * Connect CMD with educational approaches such as project-based learning, social-emotional learning, and antiracist education; * Incorporate CMD into assessments; and * Promote CMD as a districtwide initiative. This comprehensive guide explains the theoretical foundations for CMD and offers dozens of real-life examples of its implementation and its powerful impact on students and teachers. Equipped with CMD skills, students will be better able to navigate a complex media landscape, participate in a democratic society, and become productive citizens of the world.
Students need to be critical, analytical and evaluative in their thinking, reading and writing when undertaking the challenge of a social work degree. While lecturers may highlight this need when marking assignments, there is limited space to explore these topics within an already tight social work curriculum. This concise guide helps to tackle this problem. It includes chapters on thinking critically, how to develop writing skills, how to reason, and finally, developing as a critical practitioner.
This study used an iterative Delphi survey process of about 600 faculty, employers, and policymakers to identify writing, speech and listening, and critical thinking skills that college graduates should achieve to become effective employees and citizens (National Education Goal 6). Participants reached a consensus about the importance in critical thinking of the ability to detect: indirect persuasion including the use of leading questions that are biased towards eliciting a preferred response, use of misleading language, use of slanted definitions or comparisons, and instances where irrelevant topics or considerations are brought into an argument to divert attention from the original issue. With regard to effective writing respondents thought that graduates should be able to use active or passive voice where appropriate, use correct grammar, use specific language conventions of their academic discipline, and use language that their audience understands. With regard to speech communication skills respondents reached agreement about the importance of information exchange, conversation management, group communication, and using and understanding spoken English and non-verbal signs. Extensive tables detail the Delphi survey results. (Contains 168 references.) (JB)
HANDBOOK of IMPROVING PERFORMANCE IN THE WORKPLACE Volume 3: Measurement and Evaluation Volume Three of the Handbook of Improving Performance in the Workplace focuses on Measurement and Evaluation and represents an invaluable addition to the literature that supports the field and practice of Instructional Systems Design. With contributions from leading national scholars and practitioners, this volume is filled with information on time-tested theories, leading-edge research, developments, and applications and provides a comprehensive review of the most pertinent information available on critical topics, including: Measuring and Evaluating Learning and Performance, Designing Evaluation, Qualitative and Quantitative Performance Measurements, Evidence-based Performance Measurements, Analyzing Data, Planning Performance Measurement and Evaluation, Strategies for Implementation, Business Evaluation Strategy, Measurement and Evaluation in Non-Profit Sectors, among many others. It also contains illustrative case studies and performance support tools. Sponsored by International Society for Performance Improvement (ISPI), the Handbook of Improving Performance in the Workplace, three-volume reference, covers three core areas of interest including Instructional Design and Training Delivery, Selecting and Implementing Performance Interventions, and Measurement and Evaluation.
The first year of practice can be a particularly challenging time for newly-qualified social workers. This book is therefore essential reading not only for NQSWs entering the workplace but for students on qualifying programmes who wish to develop their skills beyond graduation. This new edition draws upon recommendations from the Social Work Reform Board and includes material on the Assessed Year in Practice and how new practitioners working in both Adults and Children and Families settings can get the very best out of supervision.
The Student Study Guide for Foundations of Psychological Testing has 15 chapters corresponding to those in the main text and follows a consistent structure for quick and easy access to key information. To help students understand and apply material related to psychological testing, the guide offers overviews, learning objectives, outlines, key concepts, crossword puzzles, tips by learning objective, additional exercises, additional learning activities, practice questions, and answer keys. Save your students money! Bundle the guide with the main text. Use Bundle ISBN: 978-1-5063-2208-7. The main text, Foundations of Psychological Testing: A Practical Approach, Fifth Edition, offers a clear introduction to the basics of psychological testing as well as to psychometrics and statistics. The practical book includes discussion of foundational concepts and issues, using real-life examples and situations students will easily recognize, relate to, and find interesting. A variety of pedagogical tools further the conceptual understanding needed for effective use of tests and test scores. Now aligned with the 2014 Standards for Educational and Psychological Testing, the Fifth Edition offers new and expanded content throughout.