The Definitive Guide to Understanding International Investment and Money Flows
With EU legislation, the increasing reach of the US economy, greater flexibility of financial instruments, and M&A activity across borders, financial markets are becoming ever more international. Overshadowing them all is the spectre of the credit crunch - a global tsunami that stemmed originally from the subprime mortgage crisis in the US but quickly became a global issue, hitting both international money markets and high street lending. How the Global Financial Markets Really Work brings clarity and sense to an often complex international environment, showing how circumstances in one country can have a dramatic effect on the financial environment in many others. The book examines financial markets as they are today - global and, for better or worse, interlinked and inter-dependent. It covers the markets of the US and Europe, as well as other key financial centres around the world, such as Hong Kong and Sydney, but will also offer insight to the unique issues facing emerging markets, including Eastern Europe, China, India and the United Arab Emirates.
"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.
11 – Performance and rewards in KAM 341 However, whether key account managers control results is highly questionable, even more so than for
salespeople. Suppliers talk a great deal about the accountability of the key
account managers, ...
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