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Biological Psychiatry

by Michael R. Trimble Mark George

Biological psychiatry has dominated psychiatric thinking for the past 40 years, but the knowledge base of the discipline has increased substantially more recently, particularly with advances in genetics and neuroimaging. The third edition of Biological Psychiatry has been thoroughly updated taking into account these developments. As in the earlier editions of the book, there are comprehensive reviews and explanations of the latest advances in neurochemistry, neuroanatomy, genetics and brain imaging-- descriptions not only of methodologies but also of the application of these in clinical settings. It is within this context that there is a considerable emphasis in the book on brain-behaviour relationships both within and without the clinical setting.This edition has been enhanced by the inclusion of new chapters, one on anxiety and another on motivation and the addictions. The chapter that relates to treatments has been extended to include the latest information on brain stimulation techniques. The overall book is well illustrated in order to help with an understanding of the text.For the third edition, Professor Michael Trimble has been joined by Professor Mark George as co-author. These are two of the world's leading biological psychiatrists who both have considerable clinical as well as research experience which they have brought to the book. Unlike multiauthored texts, it has a continuity running through it which aids understanding and prevents repetition.This book is strongly recommended for all practising psychiatrists and trainees wishing for an up-to-date, authoritative, easy to digest and acessible review of the latest advances and conceptualizations in the field. It will also appeal to neurologists interested in neuropsychiatry and biological psychiatry or the psychiatric aspects of neurological disorders, as well as other practising clinicians (psychologists, social workers, nurses) in the mental health field.

Assessment and Treatment of Sexual Offenders with Intellectual Disabilities

by Kevin D. Browne William R. Lindsay Leam A. Craig

A practical handbook for practitioners that covers the assessment, treatment and management of sexual offenders with intellectual disabilities - an area of growing interest within clinical forensic psychology. New for the Wiley Series in Forensic Clinical Psychology: a practical handbook that covers the assessment, treatment and management of sexual offenders with intellectual disabilitiesSummarises the research literature on the characteristics and prevalence of sexual offenders with intellectual disabilitiesDiscusses risk assessment and innovations in treatment and managementIncludes contributors world-renowned in the field of assessment and treatment of sexual offenders with intellectual disabilities such as Tony Ward, Glynis Murphy, and Douglas Boer

Holographic Data Storage

by Adrian Hill William Wilson Lisa Dhar Mark Ayres Kevin Curtis

Holographic Data Storage: From Theory to Practical Systems is a primer on the design and building of a holographic data storage system covering the physics, Servo, Data Channel, Recording Materials, and optics behind holographic storage, the requirements of a functioning system, and its integration into "real-life" systems. Later chapters highlight recent developments in holographic storage which have enabled readiness for commercial implementation and discuss the general outlook for the technology, including the transition from professional to consumer markets and the possibilities for mass reproduction.

Chemistry of Nanocarbons

by Fred Wudl Shigeru Nagase Takeshi Akasaka

During the last decade, fullerenes and carbon nanotubes have attracted special interest as new nanocarbons with novel properties. Because of their hollow caged structure, they can be used as containers for atoms and molecules, and nanotubes can be used as miniature test-tubes.Chemistry of Nanocarbons presents the most up-to-date research on chemical aspects of nanometer-sized forms of carbon, with emphasis on fullerenes, nanotubes and nanohorns. All modern chemical aspects are mentioned, including noncovalent interactions, supramolecular assembly, dendrimers, nanocomposites, chirality, nanodevices, host-guest interactions, endohedral fullerenes, magnetic resonance imaging, nanodiamond particles and graphene. The book covers experimental and theoretical aspects of nanocarbons, as well as their uses and potential applications, ranging from molecular electronics to biology and medicine.

Statistical Inference for Fractional Diffusion Processes

by B. L. Rao

Stochastic processes are widely used for model building in the social, physical, engineering and life sciences as well as in financial economics. In model building, statistical inference for stochastic processes is of great importance from both a theoretical and an applications point of view.This book deals with Fractional Diffusion Processes and statistical inference for such stochastic processes. The main focus of the book is to consider parametric and nonparametric inference problems for fractional diffusion processes when a complete path of the process over a finite interval is observable.Key features:Introduces self-similar processes, fractional Brownian motion and stochastic integration with respect to fractional Brownian motion.Provides a comprehensive review of statistical inference for processes driven by fractional Brownian motion for modelling long range dependence.Presents a study of parametric and nonparametric inference problems for the fractional diffusion process.Discusses the fractional Brownian sheet and infinite dimensional fractional Brownian motion.Includes recent results and developments in the area of statistical inference of fractional diffusion processes.Researchers and students working on the statistics of fractional diffusion processes and applied mathematicians and statisticians involved in stochastic process modelling will benefit from this book.

Arid Zone Geomorphology

by David S. Thomas

The new edition of Arid Zone Geomorphology aims to encapsulate the advances that have been made in recent years in the investigation and explanation of landforms and geomorphological processes in drylands. Building on the success of the previous two editions, the Third Edition has been completely revised and updated to reflect the latest developments in the field. Whilst this latest edition will remain a comprehensive reference to the subject, the book has been restructured to include regional case studies throughout to enhance student understanding and is clearly defined into five distinct sections; Firstly, the book introduces the reader to Large Scale Controls and Variability in Drylands and then moves on to consider Surface Processes and Characteristics; The Work of Water, The Work of the Wind. The book concludes with a section on Living with Dryland Geomorphology that includes a chapter on geomorphological hazards and the human impact on these environments.Once again, recognised world experts in the field have been invited to contribute chapters in order to present a comprehensive and up-to-date overview of current knowledge about the processes shaping the landscape of deserts and arid regions. In order to broaden the appeal of the Third Edition, the book has been reduced in extent by 100 pages and the Regional chapters have been omitted in favour of the inclusion of key regional case studies throughout the book. The Editor is also considering the inclusion of a supplementary website that could include further images, problems and case studies.

Fundamentals of Wireless Sensor Networks

by Waltenegus Dargie Christian Poellabauer

In this book, the authors describe the fundamental concepts and practical aspects of wireless sensor networks. The book provides a comprehensive view to this rapidly evolving field, including its many novel applications, ranging from protecting civil infrastructure to pervasive health monitoring. Using detailed examples and illustrations, this book provides an inside track on the current state of the technology. The book is divided into three parts. In Part I, several node architectures, applications and operating systems are discussed. In Part II, the basic architectural frameworks, including the key building blocks required for constructing large-scale, energy-efficient sensor networks are presented. In Part III, the challenges and approaches pertaining to local and global management strategies are presented - this includes topics on power management, sensor node localization, time synchronization, and security. At the end of each chapter, the authors provide practical exercises to help students strengthen their grip on the subject. There are more than 200 exercises altogether.Key Features:Offers a comprehensive introduction to the theoretical and practical concepts pertaining to wireless sensor networks Explains the constraints and challenges of wireless sensor network design; and discusses the most promising solutions Provides an in-depth treatment of the most critical technologies for sensor network communications, power management, security, and programming Reviews the latest research results in sensor network design, and demonstrates how the individual components fit together to build complex sensing systems for a variety of application scenarios Includes an accompanying website containing solutions to exercises (http://www.wiley.com/go/dargie_fundamentals) This book serves as an introductory text to the field of wireless sensor networks at both graduate and advanced undergraduate level, but it will also appeal to researchers and practitioners wishing to learn about sensor network technologies and their application areas, including environmental monitoring, protection of civil infrastructure, health care, precision agriculture, traffic control, and homeland security.

RFID Systems

by Ivan Stojmenovic Miodrag Bolic David Simplot-Ryl

This book provides an insight into the 'hot' field of Radio Frequency Identification (RFID) SystemsIn this book, the authors provide an insight into the field of RFID systems with an emphasis on networking aspects and research challenges related to passive Ultra High Frequency (UHF) RFID systems. The book reviews various algorithms, protocols and design solutions that have been developed within the area, including most recent advances. In addition, authors cover a wide range of recognized problems in RFID industry, striking a balance between theoretical and practical coverage. Limitations of the technology and state-of-the-art solutions are identified and new research opportunities are addressed. Finally, the book is authored by experts and respected researchers in the field and every chapter is peer reviewed.Key Features:Provides the most comprehensive analysis of networking aspects of RFID systems, including tag identification protocols and reader anti-collision algorithms Covers in detail major research problems of passive UHF systems such as improving reading accuracy, reading range and throughput Analyzes other "hot topics" including localization of passive RFID tags, energy harvesting, simulator and emulator design, security and privacy Discusses design of tag antennas, tag and reader circuits for passive UHF RFID systems Presents EPCGlobal architecture framework, middleware and protocols Includes an accompanying website with PowerPoint slides and solutions to the problems http://www.site.uottawa.ca/~mbolic/RFIDBook/This book will be an invaluable guide for researchers and graduate students in electrical engineering and computer science, and researchers and developers in telecommunication industry.

Animal Cell Culture

by John M. Davis

This is a comprehensive research guide that describes both the key new techniques and more established methods. Every chapter discusses the merits and limitations of the various approaches and then provides selected tried-and-tested protocols, as well as a plethora of good practical advice, for immediate use at the bench. It presents the most accessible and comprehensive introduction available to the culture and experimental manipulation of animal cells. Detailed protocols for a wide variety of methods provide the core of each chapter, making new methodology easily accessible.This book is an essential laboratory manual for all undergraduates and graduates about to embark on a cell culture project. It is a book which both experienced researchers and those new to the field will find invaluable.

TRIZ for Engineers: Enabling Inventive Problem Solving

by Clive Goddard Karen Gadd

TRIZ is a brilliant toolkit for nurturing engineering creativity and innovation. This accessible, colourful and practical guide has been developed from problem-solving workshops run by Oxford Creativity, one of the world's top TRIZ training organizations started by Gadd in 1998. Gadd has successfully introduced TRIZ to many major organisations such as Airbus, Sellafield Sites, Saint-Gobain, DCA, Doosan Babcock, Kraft, Qinetiq, Trelleborg, Rolls Royce and BAE Systems, working on diverse major projects including next generation submarines, chocolate packaging, nuclear clean-up, sustainability and cost reduction.Engineering companies are increasingly recognising and acting upon the need to encourage successful, practical and systematic innovation at every stage of the engineering process including product development and design. TRIZ enables greater clarity of thought and taps into the creativity innate in all of us, transforming random, ineffective brainstorming into targeted, audited, creative sessions focussed on the problem at hand and unlocking the engineers' knowledge and genius to identify all the relevant solutions.For good design engineers and technical directors across all industries, as well as students of engineering, entrepreneurship and innovation, TRIZ for Engineers will help unlock and realise the potential of TRIZ. The individual tools are straightforward, the problem-solving process is systematic and repeatable, and the results will speak for themselves.This highly innovative book:Satisfies the need for concise, clearly presented information together with practical advice on TRIZ and problem solving algorithmsEmploys explanatory techniques, processes and examples that have been used to train thousands of engineers to use TRIZ successfullyContains real, relevant and recent case studies from major blue chip companiesIs illustrated throughout with specially commissioned full-colour cartoons that illustrate the various concepts and techniques and bring the theory to lifeTurns good engineers into great engineers.

Training Your Brain For Dummies

by Tracy Packiam Alloway

Mastering the latest fitness craze-keeping your brain healthy at any ageJudging from the worldwide popularity of the brain game, Nintendo DS, and such mind-bending puzzles as SuDoku and KenKen®, keeping one's mind as limber as an Olympic athlete is an international obsession. With forecasters predicting over a million people with dementia by 2025, today's young and senior population have a vested interest in keeping their grey matter in the pink for as long as possible. Training Your Brain For Dummies is an indispensable guide to every aspect of brain fitness-and keeping your mind as sharp, agile, and creative for as long as you can. Whether you want to hone your memory, manage stress and anxiety, or simply eat brain healthy food, this guide will help you build brain health into your everyday life.Includes verbal, numerical and memory games, brain games to play on the move, tips on the best day-to-day habits, and long-term mental fitness techniquesOffers ten key brain training basics, tips on brain training through one's lifetime, and improving long- and short-term memoryIncludes advice on improving creativity, developing a positive mindset, and reaping the rewards of peace and quietWith tips on mind/body fitness, Training Your Brain For Dummies is a must-have guide for anyone, at any age, for keeping one's mind-and quality of life-in peak condition.

DIY For Dummies, UK Edition

by Jeff Howell

This hands-on guide will help you prepare for and manage simple home repairs and improvements. Jeff Howell (the Sunday Telegraph's DIY columnist) and a host of other experts guide you through the trials and tribulations of DIY, helping you to carry out a range of projects - from fixing a leaky tap to hanging wallpaper - safely, cheaply and with minimum disruption. The full-colour drawings illustrate the step-by-step techniques and the lay-flat binding is perfect for on-the-job DIY advice.DIY For Dummies covers:PART I - Planning Your Home Improvement ProjectsChapter 1: Gearing Up for Your DIY AdventuresChapter 2: Being Safe and PreparedChapter 3: Working with (And within) a BudgetPART II - Basic Home Maintenance and ImprovementChapter 1: Repairing Walls and Putting Up ShelvesChapter 2: Windows Don't Have to Be a PaneChapter 3: Doors: An Open-and-Shut CaseChapter 4: Roofs and WallsChapter 5: Dealing with DampChapter 6: Electrical Repairs and ReplacementsPART III - Painting and WallpaperingChapter 1: Planning Your Painting ProjectChapter 2: Preparing Surfaces for PaintingChapter 3: Painting, Finishing, and Cleaning UpChapter 4: Choosing Wallpaper and Preparing WallsChapter 5: Hanging WallpaperPART V - Carpentry, Woodworking, and FlooringChapter 1: Flooring: Keeping a Leg Up on Foot TrafficChapter 2: Drilling, Driving, Fastening, and GluingChapter 3: Understanding the Carpentry ProcessChapter 4: Finishing WoodPART VI - PlumbingChapter 1: The Plumbing System in Your HomeChapter 2: Heating, Ventilating, and Insulating Your HomeChapter 3: Plumbing Materials and ToolsChapter 4: Unblocking a Sink or Bath DrainChapter 5: Unblocking and Fixing a ToiletChapter 6: Fixing a Dripping Tap

Environmental Biotechnology

by Judy Furlong Gareth G. Evans

Environmental Biotechnology: Theory and Applications, 2nd Edition is designed to draw together the microscopic, functional level and the macroscopic, practical applications of biotechnology and to explain how the two relate within an environmental context. It presents the practical biological approaches currently employed to address environmental problems and provides the reader with a working knowledge of the science that underpins them. Biotechnology has now become a realistic alternative to many established approaches for manufacturing, land remediation, pollution control and waste management and is therefore an essential aspect of environmental studies. Fully updated to reflect new developments in the field and with numerous new case studies throughout this edition will be essential reading for undergraduates and masters students taking modules in Biotechnology or Pollution Control as part of Environmental Science, Environmental Management or Environmental Biology programmes.Quote from the first edition:"There is no doubt that this book will be one of inspiration for all professionals in the field. It is a very good framework for understanding the complex nature of processes and technology and as such it will be useful for researchers, practitioners and other parties who need a working knowledge of this fascinating subject."--Professor Bjorn Jensen, Chairman of the European Federation of Biotechnology, Environmental Biotechnology section and Research and Innovation Director, DHI Water and Environment

Virgil Aeneid Book XII

by Richard Tarrant

Virgil (Publius Vergilius Maro) was born in 70 BCE near Mantua and was educated at Cremona, Milan and Rome. Slow in speech, shy in manner, thoughtful in mind, weak in health, he went back north for a quiet life. Influenced by the group of poets there, he may have written some of the doubtful poems included in our Virgilian manuscripts. All his undoubted extant work is written in his perfect hexameters. Earliest comes the collection of ten pleasingly artificial bucolic poems, the Eclogues, which imitated freely Theocritus's idylls. They deal with pastoral life and love. Before 29 BCE came one of the best of all didactic works, the four books of Georgics on tillage, trees, cattle, and bees. Virgil's remaining years were spent in composing his great, not wholly finished, epic the Aeneid, on the traditional theme of Rome's origins through Aeneas of Troy. Inspired by the Emperor Augustus's rule, the poem is Homeric in metre and method but influenced also by later Greek and Roman literature, philosophy, and learning, and deeply Roman in spirit. Virgil died in 19 BCE at Brundisium on his way home from Greece, where he had intended to round off the Aeneid. He had left in Rome a request that all its twelve books should be destroyed if he were to die then, but they were published by the executors of his will. The Loeb Classical Library edition of Virgil is in two volumes.

The Colloquia of the Hermeneumata Pseudodositheana Volume I

by Eleanor Dickey

The Colloquia are manuals written to help ancient Greeks and Romans get around in each other's languages; they contain examples of how to conduct activities like shopping, banking, visiting friends, hosting parties, taking oaths, winning lawsuits, using the public baths, having fights, making excuses and going to school. They thus offer a unique glimpse of daily life in the Early Roman Empire and are an important resource for understanding ancient culture. They have, however, been unjustly neglected because until now there were no modern editions of the texts, no translations into any modern language, and little understanding of what the Colloquia are and where they come from. This book makes the Colloquia accessible for the first time by combining a new edition, translation and commentary with a ground-breaking, comprehensive study of their origins. It is clearly written and will interest students, non-specialists and professional scholars alike.

Uprising

by George Magnus

Emerging markets are big news. But after the financial crisis, what does the future really hold for them? And what does this future mean for global business?George Magnus, one of the world's most respected economic analysts, is your guide through the challenges and opportunities for emerging markets and those doing business in them.This magisterial book looks in detail at China and India - the big players - and also less hyped but crucial markets, including Eastern European countries and Turkey. Magnus takes in his sweep everything from commodity prices to climate change, and from comparative advantage to demographic to provide a compelling analysis of what the future might look like - not just for emerging markets, but for investors, businesses and economies everywhere.Uprising is a must-read for anyone who cares about the future of the global economy.

The Negotiation Book

by Steve Gates

Negotiation is one of the most important skills in business. Fact.No other skill will give you a better chance of optimising your success and your organisation's success.Every time you negotiate, you are looking for an increased advantage. This book delivers it. From planning, dynamics and strategies, to psychology, tactics and behaviours, nothing will put you in a stronger position to build capability, build negotiation strategies and facilitate negotiations through to successful conclusions. Chapters include:The Clock Face of NegotiationCan You Really Negotiate?LimitationsThe ArchitectThe 'e' FactorEmpowermentCreativityPartnershipsThe Negotiation Book is your competitive advantage. That's something everyone can agree on.

Collected Papers on English Legal History

by Sir John Baker

Over the last forty years, Sir John Baker has written on most aspects of English legal history, and this collection of his writings includes many papers that have been widely cited. Providing points of reference and foundations for further research, the papers cover the legal profession, the inns of court and chancery, legal education, legal institutions, legal literature, legal antiquities, public law and individual liberty, criminal justice, private law (including contract, tort and restitution) and legal history in general. An introduction traces the development of some of the research represented by the papers, and cross-references and new endnotes have been added. A full bibliography of the author's works is also included.

Cambridge Scientific Minds

by Simon Mitton Peter Harman

Since the 'scientific revolution' of the seventeenth century, a great number of distinguished scientists and mathematicians have been associated with the University of Cambridge. Cambridge Scientific Minds provides a portrait of some of the most eminent scientists associated with the University over the past 400 years, including accounts of the work of three of the greatest figures in the entire history of science, Isaac Newton, Charles Darwin and James Clerk Maxwell. The chronological balance reflects the increasing importance of science in the recent history of the University. The book comprises personal memoirs and historical essays, including contributions by leading Cambridge scientists. Cambridge Scientific Minds will be of interest not only to graduates of the University, science students and historians of science, but to anyone wishing to gain an insight into some of the greatest scientific minds in history.

The Right Thing

by Sally Bibb

Trust in business is at an all-time low, but more people than ever claim that working for an ethical company matters to them. Something has to change. But in a everyday working environment, ethics often seem abstract and hard to grasp. The Right Thing is here to help, as leading business consultant Sally Bibb gives you simple steps to make sure that you're working ethically. The book features:Simple explanations of big ethical ideasCase studies to bring ethics to life, and show how bad it can be when ethics go wrongTips on everything from ethical leadership to creating an ethical cultureChecklists - so you can make sure you're doing the right thing

Teaching Psychiatry

by Bulent Coskun Linda Gask David A. Baron

In psychiatry, as in all of medicine, clinicians are frequently involved in training students and residents yet few have themselves been trained in pedagogy. Improving the quality of psychiatric education should both improve the quality of psychiatric care and make the profession more attractive to medical students. Written by a team of international experts with many years of experience, this comprehensive text takes a globally relevant perspective on providing practical instruction and advice on all aspects of teaching psychiatry. It covers learning from undergraduate and postgraduate level to primary medical and community settings, enabling readers to find solutions to the problems they are facing and become aware of potential issues which they can anticipate and be prepared to address. The book discusses curriculum development using examples from around the world, in order to provide trainees with the basic attitudes, knowledge and skills they require to practise psychiatry.Features:Instruction on developing a curriculum for Residency training, teaching interviewing skills, teaching psychotherapy and using new technologyInnovative ways of engaging medical students in psychiatry and developing their interest in the specialty, including experience with new types of elective and research options and development of roles for students in patient careFocuses throughout on how to teach rather than what to teachIncludes descriptions of workplace-based assessmentsDiscussions of both theoretical and practical perspectives and examples of particular innovations in the field using case studiesPresented in a thoroughly readable and accessible manner, this book is a primary resource for all clinicians involved in teaching psychiatry to medical students and trainees.

Spatial Statistics and Spatio-Temporal Data

by Michael Sherman

In the spatial or spatio-temporal context, specifying the correct covariance function is fundamental to obtain efficient predictions, and to understand the underlying physical process of interest. This book focuses on covariance and variogram functions, their role in prediction, and appropriate choice of these functions in applications. Both recent and more established methods are illustrated to assess many common assumptions on these functions, such as, isotropy, separability, symmetry, and intrinsic correlation.After an extensive introduction to spatial methodology, the book details the effects of common covariance assumptions and addresses methods to assess the appropriateness of such assumptions for various data structures.Key features:An extensive introduction to spatial methodology including a survey of spatial covariance functions and their use in spatial prediction (kriging) is given.Explores methodology for assessing the appropriateness of assumptions on covariance functions in the spatial, spatio-temporal, multivariate spatial, and point pattern settings.Provides illustrations of all methods based on data and simulation experiments to demonstrate all methodology and guide to proper usage of all methods.Presents a brief survey of spatial and spatio-temporal models, highlighting the Gaussian case and the binary data setting, along with the different methodologies for estimation and model fitting for these two data structures.Discusses models that allow for anisotropic and nonseparable behaviour in covariance functions in the spatial, spatio-temporal and multivariate settings.Gives an introduction to point pattern models, including testing for randomness, and fitting regular and clustered point patterns. The importance and assessment of isotropy of point patterns is detailed.Statisticians, researchers, and data analysts working with spatial and space-time data will benefit from this book as well as will graduate students with a background in basic statistics following courses in engineering, quantitative ecology or atmospheric science.

The Journey of Our Love

by Elio Guerriero Pietro Molla Gianna Beretta

Between 1955-1962, Saint Gianna Beretta and her husband Pietro Molla corresponded through a series of letters, collected here. Touching, inspiring, and refreshingly human, their exchanges reflect the everyday experiences and the abounding love of a modern day couple, revealing that the way of holiness can unfold in the midst of this world. From balancing work and family life, to dealing with a long-distance relationship, to parenting, to coping with illness and death, Gianna and Pietro conquered it all. But none of it was accomplished without tremendous trust in each other--and in God.

The Culture of Big Data

by Mike Barlow

Technology does not exist in a vacuum. In the same way that a plant needs water and nourishment to grow, technology needs people and process to thrive and succeed. Culture (i.e., people and process) is integral and critical to the success of any new technology deployment or implementation. Big data is not just a technology phenomenon. It has a cultural dimension. It's vitally important to remember that most people have not considered the immense difference between a world seen through the lens of a traditional relational database system and a world seen through the lens of a Hadoop Distributed File System.This paper broadly describes the cultural challenges that accompany efforts to create and sustain big data initiatives in an evolving world whose data management processes are rooted firmly in traditional data warehouse architectures.

Key Account Management

by Malcolm Mcdonald Diana Woodburn

"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.

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