Найти книгу: "Key Account Management. The Definitive Guide"

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.

Planning, preparing, scheduling, and executing SAP test cycles is a time-consuming and resource-intensive endeavor that requires participation from several project members. SAP projects are prone to have informal, ad-hoc test approaches that decrease the stability of the production environment and tend to increase the cost of ownership for the SAP system. Many SAP project and test managers cannot provide answers for questions such as how many requirements have testing coverage, the exit criteria for a test phase, the audit trails for test results, the dependencies and correct sequence for executing test cases, or the cost figures for a previously executed test cycle. Fortunately, through established testing techniques predicated on guidelines and methodologies (i.e., ASAP SAP Roadmap methodology, IBM’s Ascendant methodology, and Deloitte’s ThreadManager methodology), enforcement of standards, application of objective testing criteria, test case automation, implementation of a requirements traceability matrix (RTM), and independent testing and formation of centralized test teams, many of the testing risks that plague existing or initial SAP programs can be significantly reduced. This book is written for SAP managers, SAP consultants, SAP testers, and team leaders who are tasked with supporting, managing, implementing, and monitoring testing activities related to test planning, test design, test automation, test tool management, execution of test cases, reporting of test results, test outsourcing, planning a budget for testing activities, enforcing testing standards, and resolving defects.

Two new Oracle instruction and resource titles from Osborne/McGraw-Hill are indispensable additions to personal and professional reference collections. Oracle Database 10g: A Beginner's Guide is the collective effort of Oracle experts Ian Abramson, Michael Abbey and Michael Corey. Oracle Database 10g provides neophytes with the fundamental concepts of Oracle Database 10g administration and programming. Through self-paced tutorials, readers will learn about database essentials, the role of the administrator, and large database features. Oracle Database 10g includes an in-depth introduction to SQL, PL/SQL, Java, and XML programming.

Эта книга - мастерски аргументированное опровержение традиционного подхода к оценке финансовых результатов. Вниманию читателя представлена революционная методика оценки эффективности деятельности, увязывающая воедино нормативные значения эффективности, перечень используемых показателей и способы достижения поставленных целей. В книге также рассказывается о том, как правильно организованные коммуникации с инвесторами и менеджерами могут поспособствовать увеличению создаваемой стоимости. При этом, как и все предшествующие управленческие системы, новая концепция призвана помочь топ-менеджменту добиться максимально эффективной работы своих компаний. Эта книга будет полезна не только профессиональным менеджерам, преимущественно влияющим на формирование ожиданий. Она предназначена также инвесторам, считающим необходимым использовать достоверную информацию о компании для формирования собственных ожиданий, равно как и аналитикам, занимающимся прогнозированием финансовых результатов и рекомендующим клиентам те или иные инвестиционные решения.

Инструкция по ремонту и обслуживанию моделей Fiat Tipo и Tempra. Дано описание всех узлов и агрегатов и советы по их эксплуатации и техобслуживанию. Чертежи, таблицы и схемы электрооборудования. Fiat Tipo - автомобиль итальянской компании Фиат. Был разработан дизайн студией IDEA. Выпускался с 1988 года по 1996 год.

Content

Actions in emergency situations

• Sign of emergency stop
• First aid kit
• Fire extinguisher
• Toolbox
• Wheel replacement
• Tire repair
• Starting the engine
• Electrical fuses and incandescent lamps
• Towing a car

Daily checks and troubleshooting The instruction on operation and maintenance service of the car

• Technical information of the car
• Controls, dashboard, interior equipment
• Caring for the body and the car
• Car maintenance

Precautions and safety rules when working on a car Basic tools, measuring instruments and methods of working with them

• Basic set of necessary tools
• Methods of working with measuring devices

Engine

• Engine specifications
• Gasoline engine with direct injection of 3.6 liters (FSI)
• Gasoline engine with direct injection 4.2 liters (FSI)
• Diesel engine 3.0 l (TDI)
• Diesel engine 4.2 liters (TDI)
• Diesel engine 6.0 liters (TDI)
• Gasoline engine 3.0 liters (TFSI)
• Annex to chapter

Fuel system

• Gasoline engines
• Diesel engines
• Annex to chapter

Engine electrical equipment

• Ignition system
• Charge system
• Launch system
• Annex to chapter

Cooling system

• Cooling system (3.6FSI engine)
• Cooling system (4.2FSI engine)
• Cooling system (3.0TDI engine)
• Cooling system (engine 4,2TDI)
• Cooling system (engine 6,0TDI)
• Annex to chapter

Lubrication system

• Lubrication system (engine 3,6FSI)
• Lubrication system (4.2FSI engine)
• Lubrication system (3.0TDI engine)
• Lubrication system (engine 4,2TDI)
• Lubrication system (engine 6,0TDI)
• Annex to chapter

Exhaust system

• Release system (3.6FSI engine)
• Release system (4.2FSI engine)
• Release system (3.0TDI engine)
• Release system (engine 4,2TDI)
• Release system (engine 6,0TDI)
• Annex to chapter

Electrical equipment

• Dashboard
• Windshield wipers and washers
• Lighting devices
• Lights and lights
• Other equipment
• Annex to chapter

Transmission

• Mechanical 6-speed gearbox 08D
• Automatic transmission 0ATA
• Automatic transmission 0BQ
• Automatic transmission 09D
• Eight-speed automatic transmission 0C8
• Annex to chapter

Transfer case

• Transfer case
• Annex to chapter

Front suspension

• Suspension of the front wheels
• Annex to chapter

Rear suspension

• Suspension of rear wheels
• Annex to chapter

Steering

• Steering
• Annex to chapter

Brake system

• Mechanics of the braking system
• Hydraulics of brake system
• Annex to chapter

Body

• External bodywork
• Interior layout
• Annex to chapter

Security system

• Passive safety system
• Airbags
• Annex to chapter

Air conditioning and heating system

• Autonomous / additional heater
• Air conditioning
• Annex to chapter

Electroschemes Explanatory dictionary