February 2015
Intermediate to advanced
416 pages
11h 16m
English
Content preview from Key Account Management, 6th Edition
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Proposals are opportunities to show that you have listened, and that you have understood. Management consultants are often criticized for simply playing back to their clients what they were told at the briefing stage. If that is all they do then the criticism is fully justified, but if this is their ‘opening’, before the meat of their report, designed to show that they have listened and understood, then there is no problem.
This is however something that requires a certain finesse. A well regarded technique is to use the customer’s words, their examples, their three letter acronyms, even their presentation style, all as a means to establish a rapport that says: we think alike. It’s also a great way to avoid one of the sins ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.