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...

The time has come when advertising has in some hands reached the status of a science. It is based on fixed principles and is reasonably exact. The causes and effects have been analyzed until they are well understood. The correct method of procedure have been proved and established. We know what is most effective, and we act on basic law.Advertising, once a gamble, has thus become, under able direction, one of the safest business ventures. Certainl...

You're in sales. Whether you call it persuasion or sharing, it all boils down to the same thing. Your aim is to get other people to accept you, your product or your idea. Within these pages are hundreds of ideas for doing just that. Not only are the ideas here, but the words and phrases that make them work are here as well.Tom Hopkins is unique in that he won't teach you any strategy that he hasn't proven to work successfully in real-life selling situations. One single strategy alo...

The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-an...

Effective deal coaching is a lost art. Many VP's of Sales know they're not winning their fair share of new business and are frustrated because they can't put their finger on the root cause(s).In the 15 years since Peter Bourke left Accenture to join The Complex Sale he has worked with dozens of companies who are intent on improving their sales effectiveness. With few exceptions, the key determinant of success in these initiatives is most closely correlated with a sales organization'...

Drawing on her many years as a consultant to numerous companies big and small, author Rose Hightower infuses Internal Controls Policies and Procedures with her wealth of experience and knowledge. Instead of reinventing the wheel, your company can use this useful how-to manual to quickly and effectively put a successful program of internal controls in place. Complete with flowcharts and checklists, this essential desktop reference is a best practices model for establishing and enha...

Quick-reference guidance showing new controllers how to enhance performance while avoiding pitfallsDesigned to give new controllers a firm foundation in the concepts of managing the accounting department, locating GAAP information, and analyzing and knowing what to do with key accounting information, The Essential Controller, Second Edition is the invaluable primer you can turn to for the foundation you need to succeed. Whether your business is large, smal...

This book provides a wealth of material to enable salespeople to be more familiar with financial concepts and language so they can be fully confident and effective in selling from a financial perspective. It also guides sales managers to master the relevant essentials of finance. This book helps the whole team to build compelling business cases and present their benefits to Finance Directors, VPs and economic buyers. It is based on a winning combination of good research and practical exper...

The go-to resource managerial accountants can turn to for sustaining their company's competitive advantageFrom flex budgeting to detailing the more sophisticated skills like throughput analysis for capital investments and the fast close for public companies, The Controller's Function, Fourth Edition offers numerous real-world examples, expertly balancing both the technical and managerial sides of the job.Provides an overview of the functions ...

Modern business is a blur of jargon with thousands of books all purporting to hold the key to relentless success. The working reality is often very different*.* This bookdistils and summarises all the best current thinking in business so that you can become an authority yourself - and quickly.As well as saving hundreds of hours of reading time, the reader is able to grasp ideas accurately, explain them authoritatively to colleagues and avoid being hoodwinked by those who claim to u...

Cost Recovery: Turning Your Accounts Payable Department into a Profit Center shows how to identify a company's hidden financial assets.It provides tools to assist organizations generate cash recoveries, stop profit leaks, move away from control issues, and work towards process improvements.The book shows how to incorporate profit recovery technology, and how to pair a company with a recovery expert best suited to the company's needs to achieve bottom line...

This book is about financial accounting and management control and how these two information systems are related as well as how their objectives conflict. At the most fundamental level, the objective of financial accounting is to provide owners and funders with comparable information on a company's value creation. The aim of management control, on the other hand, is to give the board, senior executives and employees unique information for strategy formulation and implementation. One often-...