The E-Commerce Pocketbook 

The E-commerce Pocketbook is a useful introduction to setting up, managing and promoting an e-commerce channel. It sets out how to plan for working online, who should be involved, time, cost and quality issues, resources required and how to calculate cost and benefits. The first chapter defines e-commerce, citing seven things to know and eight things to do. The five business benefits of e-commerce are then explored, followed by details of how being online has dramatically affected businesses, especially with regard to the customer. In subsequent and separate chapters the author then explains how to promote a company online, how to manage search engines to raise visibility and how to create trust online through appropriate security and data protection. The concluding chapter lists eight steps to plan successful e-commerce. Each chapter ends with a useful action plan.

The Key Account Manager's Pocketbook 

The Key Account Manager's Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge. It opens by describing the key account manager's role and then goes on to describe how to rise up the so-called customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers. The author next explains how to develop the 'key account development plan', how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business. The final chapter runs through the essential steps of key account handling. There are short exercises throughout which, if carried out, will help to reinforce the key learning points.