About the Authors
Alan Melkman
Alan Melkman MBA, BSc(Eng) is Managing Director of Marketing Dynamics Ltd, a qualified engineer and a graduate of London Business School. He specializes in customer and strategic account management, marketing management and effective selling.
He started his career as a design engineer with construction company, Haden Young, before moving to the USA where he gained interesting experience selling encyclopaedias. Subsequently he worked in retail distribution with Fine Fare Ltd, and then worked as salesman, account manager, brand manager and finally as marketing manager in the European fast-moving consumer-goods market with W R Grace Inc.
He has been a consultant tor over 30 years, witn substantial experience worwng ror many organizations across a number of markets. He has conducted a wide range of public and in-house training programmes in Europe, North America, Near and Far East and Africa, and has carried out a broad variety of assignments for many substantial companies across varying cultures.
He is the author of Strategic Customer Planning published by Thorogood and How to Manage Major Customers Profitably, a workbook published by Gower, as well as numbers of articles. He is a highly rated speaker at public seminar and conference organizations such as Management Centre Europe, Frost and Sullivan, and Hawksmere.
His training programmes include:
- Train the trainer
- Facilitating groups
- Strategic account management
- Global account management
- Managing and developing key accounts
- Strategic customer planning
- Introduction to marketing
- The essentials of marketing management
- Product management
- Strategic marketing management
- Customer-focused marketing
- The marketing manager's strategic toolbox
- Developing powerful brands
- Branding in the pharmaceutical industry
- Pricing and profit management
- Finance for marketing and sales staff
- Effective selling
- Advanced selling
- Essential negotiation
- Advanced negotiation
- Effective presentation.
To contact him, e-mail [email protected]
John Trotman MA FCIPD is an independent trainer focusing on leadership and teamworking skills through Training and Management Services. He specializes in the training of trainers, the development and delivery of case studies for use in training and using psychometric testing as a basis for advising on the personal development of individual leaders/managers and the development of teams. For over ten years he has worked mainly with multi-cultural groups of participants as a training provider to multi-national companies; designing, delivering and organizing training events. He also teaches at Harrow Business School within the University of Westminster where the majority of his students are from ethnic minorities and from overseas. As a trainer he has worked in Eastern and Western Europe, North America and the Far East.
Prior to being an independent trainer John's career was with two major multi-national companies working at Board level in HR, training and development, business development and finally general management.
He will be pleased to hear from readers either through the Gower website or directly at [email protected]