August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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A key account manager employed by a contract sales organization can be dedicated to your brand and a good brand ambassador.
Recruitment, selection and on-boarding
In the case of KAM, the result of a resourcing decision is usually ‘recruit’. There are good and less good ways to do it. Many companies put very restrictive statements in their advertisements, such as ‘must have 10 years’ experience of selling automatic gearboxes in the luxury car sector’. If you want to headhunt your direct competitor’s account managers, it is prudent to use headhunters rather than advertise it. The cost of advertising is not justified when only a very few people are likely to fit the specification. However, beware wanting what your competitors have got. It ...
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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.