Account For Managers (AFM) Notes

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An account manager is a person who works for a company and is responsible for the management of sales and relationships with particular customers. An account manager maintains the company's existing relationships with a client or group of clients, so that they will continue using the company for business. The account manager does not manage the daily running of the account itself. They manage the relationship with the client of the account(s) they are assigned to. Generally, a client will remain with one account manager throughout the duration of hiring the company. Account managers serve as the interface between the customer service and the sales team in a company.They are assigned a company's existing client accounts. The purpose of being assigned particular clients is to create long term relationships with the portfolio of assigned clients. The account manager serves to understand the customer's demands, plan how to meet these demands, and generate sales for the company as a result.

Key accounts provide the most business because they contain a small number of clients which contribute a large portion of the company's sales. According to research, sales from a company's key accounts have increased from 23% in 1975 to 60% currently.

Non-financial managers need a sufficient knowledge of accounting to interpret a company’s financial statements and make key business decisions. The Accounting for Managers book describes how accounting transactions are compiled into financial statements and how information about company performance can be extracted from those statements. It also addresses decisions in such areas as sales and marketing, human resources, and acquisitions that are impacted by accounting information. The book describes several tools, including target costing and constraint analysis, which can be used to improve upon business decisions. In short, Accounting for Managers is the ideal toolkit for understanding how accounting information can be used to drive business decisions.

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