Lynette Ryals, Malcolm McDonald, "Key Account Plans: The Practitioners Guide to Profitable Planning" 
Butterworth-Heinemann | 2008 | ISBN: 0750683678 | 408 pages | PDF | 4,3 MB

Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver- 

* Clear descriptions of the various techniques and the reason for their importance 

* A hugely powerful step by step approach to using the key techniques to build strategic skills 

* Templates for building real plans 

* Cases, examples and vignettes to show best real world practice 

Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text. 

* As author of the hugely successful Marketing Plans (now in it's 6th edition) McDonald has proved himself one of the world's leading business authors- working here with Professor Lynette Ryals they have produced the authoritative guide to this crucial area of business to business marketing. 

* Carefully constructed step by step approach allows the reader to build strategic thinking, and highly developed templates allow real world planning. 

* The use of key cases and examples illustrate best practice in action and allow the authors to demonstrate the power of their strategic approach to drive profitability across all industry sectors. 

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Learning UML [ILLUSTRATED] by Sinan Si Alhir 
CHM - 304 pages -1.3Mb | Publisher: O'Reilly Media | Language: English | ISBN: 0596003447 

Book Description 
Since the dawn of computing, software designers and developers have searched for ways to describe the systems they worked so hard to create. Flowcharts enabled the concise documentation of program-flow and algorithms. Entity-relationship diagrams enabled database designers to convey the structure underlying the collection of tables and columns that made up a schema. From the beginning, technologists recognized the descriptive power inherent in visual representations of a system, yet it wasn't until 1997 that the first attempt to create a visual language that could be used across all aspects of a system development project came to fruition. Unified Modeling Language (UML) was born. UML has taken the software development industry by storm. Widely supported by development and documentation tools, UML can be used on the one hand by programmers to record such things as the detailed design of classes in an object-oriented system and on the other hand by business analysts to give the broad-brush picture of how a system interacts with users and other systems. UML has become the lingua franca of software development, and no one in the software industry can afford to be without knowledge of this powerfully expressive visual language. Learning UML introduces UML and places it in perspective, then leads you through an orderly progress towards mastery of the language. You'll begin by learning how UML is used to model the structure of a system. Many key UML concepts, especially that of the general (classes) versus the specific (objects), are illustrated in the chapter on class and object diagrams. Next, you'll learn how to use use-case diagrams to model the functionality of a system. Finally, you'll see how component and deployment diagrams are used to model the way in which a system is deployed in a physical environment. Structural modeling answers the "who" and "what" questions of systems development. Behavioral modeling addresses the questions of "when," "how," and "why." You'll learn how to use sequence and collaboration, to model the interaction over time between system components, how to use state diagrams to describe the life cycle of system components, and how to use activity diagrams to document control-flow and responsibility. Throughout this book, author Sinan Si Alhir maintains a clear focus on UML the language and avoids getting caught up in the cobwebs of methodology. His presentation is direct and to-the-point. Each chapter ends with a set of exercises that you can use to test your growing knowledge of UML and its concepts. As you work your way through the book, you'll find yourself warming up to the simple yet expressive language that is UML, and using it to communicate effectively and professionally about all aspects of system design. 

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