How To Sell Engineered Products

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How to Sell Engineered Products

Author : Christean W. Kapp
Publisher :
ISBN 13 : 9781593704919
Total Pages : 0 pages
Book Rating : 4.7/5 (49 download)

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Book Synopsis How to Sell Engineered Products by : Christean W. Kapp

Download or read book How to Sell Engineered Products written by Christean W. Kapp and published by . This book was released on 2019 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is not a traditional book on sales. The focus is tactical as well as strategic. Big questions are answered. How do capital goods need to be sold? What sales approach and tactics are recommended? What's the difference between a standard versus engineered to order product approach? How can a company's strategy be developed into a sustainable model that supports aggressive sales? How can profitable growth be achieved in cyclical or slow growth markets? What pitfalls must be avoided? The book combines sales tactics and company strategy in a unique way and shows how they must complement each other for true success. Building on real world turbo-machinery examples in the Energy industries, business theory as well as engineering tips and tricks are woven together to form a holistic picture of how to execute business correctly. Companies who succeed by incorporating these principles will be discussed. Real life examples will be shown on companies who succeed by embracing these principles and those that don't. Features and Benefits Classification of Customers to improve sales strategy Enhanced Sales Tactics Ethical and Cross Cultural Sales Improved Product Positioning Superior Service Supporting Sales Operational Excellence Unifying Company Strategy Dos and Don'ts on Mergers & Acquisitions Incentivizing Sales Teams Audience Sales Marketing Proposal or Application Engineers Management Operations Logistics Service Human Resources

Preparation Breeds Success

Author : Michael F. Hotchkiss
Publisher : Archway Publishing
ISBN 13 : 1480807729
Total Pages : 145 pages
Book Rating : 4.4/5 (88 download)

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Book Synopsis Preparation Breeds Success by : Michael F. Hotchkiss

Download or read book Preparation Breeds Success written by Michael F. Hotchkiss and published by Archway Publishing. This book was released on 2014-07-18 with total page 145 pages. Available in PDF, EPUB and Kindle. Book excerpt: This guide describes how to be effective and achieve positive outcomes in business and in life. To succeed you need to pay attention and do your research. Michael F. Hotchkiss believes that's especially true in sales, where you need to connect with prospects and keep the business of existing customers. Drawing upon his many years of experience selling customized capital, and engineered products, he walks you through the steps you need to take to: know why your customers buy; get to know people on a personal level; research potential customers; navigate cultural differences; initiate meaningful conversations. Selling engineered and technical goods that may have different purposes, uses, and features is far more complicated than selling hula hoops. You need to know what you're dealing with, create a strategy to react to what you discover, and store everything you want to learn in your memory for easy reference. While geared for those who sell technical goods, the tips and strategies you'll learn can be used in other businesses. No matter how many years you've been selling, you can do better by applying the methods in Preparation Breeds Success.

Engineered to Sell

Author : Jan L. Logemann
Publisher :
ISBN 13 : 022666015X
Total Pages : 380 pages
Book Rating : 4.2/5 (266 download)

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Book Synopsis Engineered to Sell by : Jan L. Logemann

Download or read book Engineered to Sell written by Jan L. Logemann and published by . This book was released on 2019 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt: Forever immortalized in the television series Mad Men, the mid-twentieth century marketing world influenced nearly every aspect of American culture - music, literature, politics, economics, consumerism, race relations, gender, and more. Jan Logemann traces the transnational careers of consumer engineers in advertising, market research and commercial design who transformed capitalism, from the 1930s through the 1960s. He argues that the history of marketing consumer goods is not a story of American exceptionalism. Instead, the careers of immigrants point to the limits of the "Americanization" paradigm. First, Logemann explains the rise of a dynamic world of goods by emphasizing changes in marketing approaches increasingly tailored to consumers. Second, he looks at how and why consumer engineering was shaped by transatlantic exchanges. From Austrian psychologists and little-known social scientists to the illustrious Bauhaus artists, the migr s at the center of this story illustrate the vibrant cultural and commercial connections between metropolitan centers: Vienna and New York; Paris and Chicago; Berlin and San Francisco. These mid-century consumer engineers crossed national and disciplinary boundaries not only within arts and academia but also between governments, corporate actors, and social reform movements. By focusing on the transnational lives of migr consumer researchers, marketers, and designers, Engineered to Sell details the processes of cultural translation and adaptation that mark both the mid-century transformation of American marketing and the subsequent European shift to "American" consumer capitalism.

Content Marketing, Engineered

Author : Wendy Covey
Publisher : Greenleaf Book Group
ISBN 13 : 1632992868
Total Pages : 264 pages
Book Rating : 4.6/5 (329 download)

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Book Synopsis Content Marketing, Engineered by : Wendy Covey

Download or read book Content Marketing, Engineered written by Wendy Covey and published by Greenleaf Book Group. This book was released on 2020-05-18 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research shows that this analytical, skeptical buyer conducts a great deal of independent research before engaging with vendors. Companies that share expertise through high-quality content on a consistent basis are not only seen as trusted resources, they also spend less per lead and achieve greater pipeline efficiency. Content Marketing, Engineered guides you through the key steps in creating content to inform, educate, and help your technical buyers on their journey to purchase and beyond. By the time you reach the last page, you’ll be familiar with the entire end-to-end content marketing process, from planning and writing to publishing, promoting, and measuring the performance of your content.

Introduction to Product Design and Development for Engineers

Author : Dr. Ali Jamnia
Publisher : CRC Press
ISBN 13 : 1351372017
Total Pages : 423 pages
Book Rating : 4.3/5 (513 download)

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Book Synopsis Introduction to Product Design and Development for Engineers by : Dr. Ali Jamnia

Download or read book Introduction to Product Design and Development for Engineers written by Dr. Ali Jamnia and published by CRC Press. This book was released on 2018-06-12 with total page 423 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction to Product Design and Development for Engineers provides guidelines and best practices for the design, development, and evaluation of engineered products. Created to serve fourth year undergraduate students in Engineering Design modules with a required project, the text covers the entire product design process and product life-cycle, from the initial concept to the design and development stages, and through to product testing, design documentation, manufacturability, marketing, and sustainability. Reflecting the author's long career as a design engineer, this text will also serve as a practical guide for students working on their capstone design projects.

Engineered to Sell

Author : Jan L. Logemann
Publisher : University of Chicago Press
ISBN 13 : 022666029X
Total Pages : 380 pages
Book Rating : 4.2/5 (266 download)

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Book Synopsis Engineered to Sell by : Jan L. Logemann

Download or read book Engineered to Sell written by Jan L. Logemann and published by University of Chicago Press. This book was released on 2019-11-20 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt: The mid-twentieth-century marketing world influenced nearly every aspect of American culture—music, literature, politics, economics, consumerism, race relations, gender, and more. In Engineered to Sell, Jan L. Logemann traces the transnational careers of consumer engineers in advertising, market research, and commercial design who transformed capitalism from the 1930s through the 1960s. He argues that the history of marketing consumer goods is not a story of American exceptionalism. Instead, the careers of immigrants point to the limits of the “Americanization” paradigm. Logemann explains the rise of a dynamic world of goods and examines how and why consumer engineering was shaped by transatlantic exchanges. From Austrian psychologists and little-known social scientists to the illustrious Bauhaus artists, the emigrés at the center of this story illustrate the vibrant cultural and commercial connections between metropolitan centers: Vienna and New York; Paris and Chicago; Berlin and San Francisco. By focusing on the transnational lives of emigré consumer researchers, marketers, and designers, Engineered to Sell details the processes of cultural translation and adaptation that mark both the midcentury transformation of American marketing and the subsequent European shift to “American” consumer capitalism.

Selling Through Independent Reps

Author : Harold J. Novick
Publisher : Amacom Books
ISBN 13 : 9780814405222
Total Pages : 392 pages
Book Rating : 4.4/5 (52 download)

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Book Synopsis Selling Through Independent Reps by : Harold J. Novick

Download or read book Selling Through Independent Reps written by Harold J. Novick and published by Amacom Books. This book was released on 2000 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Managing an independent sales force can be a major challenge--but, if it's done right, it can also be a powerful and lucrative sales strategy. Now in its third edition, this classic guide uncovers a wealth of proven tips and strategies for developing and maintaining a successful independent sales force that will dramatically increase sales and profits. The book explains how to: * Decide if an independent rep force is the right choice * Find, hire, and support a highly productive rep group * Integrate reps into a total market segmentation strategy * Manage reps without controlling them, and more. Plus, it includes completely new information on the changing relationships between customers and suppliers--and the impact these changes have had on sales channels."

Robust Engineering: Learn How to Boost Quality While Reducing Costs & Time to Market

Author : Genichi Taguchi
Publisher : McGraw Hill Professional
ISBN 13 : 9780071399395
Total Pages : 266 pages
Book Rating : 4.3/5 (993 download)

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Book Synopsis Robust Engineering: Learn How to Boost Quality While Reducing Costs & Time to Market by : Genichi Taguchi

Download or read book Robust Engineering: Learn How to Boost Quality While Reducing Costs & Time to Market written by Genichi Taguchi and published by McGraw Hill Professional. This book was released on 1999-11-08 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: Powerful and elegantly simple. Achieve higher quality...lower costs...faster time to market Companies worldwide have used the methods of quality expert Genichi Taguchi for the past 30 years with phenomenal product development cost savings and quality improvements. Robust Engineering, by this three-time Deming Prize winner, along with Subir Chowdhury and Shin Taguchi, is the first book to explain and illustrate his newest, most revolutionary methodology, Technology Development. It joins Design of Experiments and Robust Design as the framework on which your company can build a competitive edge. Case studies of real-world organizations Ford, ITT, 3M, Minolta, NASA, Nissan, Xerox and 9 others show you how the techniques of all three methodologies can be successfully applied. You'll hammer flexibility into your manufacturing organization to minimize product development costs, reduce product time-to-market, and fully satisfy customers needs. Project Management is going to be huge in the next decade...--Fortune Busy managers single-source guide to planning, organizing and controlling projects At last there's a concise, compact (5Ó x 8Ó) hands-on guide that puts state-of-the-art management concepts and processes at your fingertips. Project Manager's Portable Handbook, by David I. Cleland and Lewis R. Ireland, is your step-by-step guide to the nuts-and-bolts details that spell project management success. YouÕre shown how to organize and manage everything from small to multiple projects...lead and coach project team members...and manage within a strategic context from project partnering to dealing with the board of directors and other stakeholders. You'll find out how to: Select and use PM software; Develop winning proposals; Handle legal considerations; Come out on top in contract

Developing and Selling New Products

Author : Gustav Edward Larson
Publisher :
ISBN 13 :
Total Pages : 120 pages
Book Rating : 4.:/5 (31 download)

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Book Synopsis Developing and Selling New Products by : Gustav Edward Larson

Download or read book Developing and Selling New Products written by Gustav Edward Larson and published by . This book was released on 1955 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Mastering the Complex Sale

Author : Jeff Thull
Publisher : John Wiley and Sons
ISBN 13 : 0470632593
Total Pages : 311 pages
Book Rating : 4.4/5 (76 download)

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Book Synopsis Mastering the Complex Sale by : Jeff Thull

Download or read book Mastering the Complex Sale written by Jeff Thull and published by John Wiley and Sons. This book was released on 2010-03-10 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

Mechanical Properties of Engineered Materials

Author : Wole Soboyejo
Publisher : CRC Press
ISBN 13 : 9780203910399
Total Pages : 610 pages
Book Rating : 4.9/5 (13 download)

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Book Synopsis Mechanical Properties of Engineered Materials by : Wole Soboyejo

Download or read book Mechanical Properties of Engineered Materials written by Wole Soboyejo and published by CRC Press. This book was released on 2002-11-20 with total page 610 pages. Available in PDF, EPUB and Kindle. Book excerpt: Featuring in-depth discussions on tensile and compressive properties, shear properties, strength, hardness, environmental effects, and creep crack growth, "Mechanical Properties of Engineered Materials" considers computation of principal stresses and strains, mechanical testing, plasticity in ceramics, metals, intermetallics, and polymers, materials selection for thermal shock resistance, the analysis of failure mechanisms such as fatigue, fracture, and creep, and fatigue life prediction. It is a top-shelf reference for professionals and students in materials, chemical, mechanical, corrosion, industrial, civil, and maintenance engineering; and surface chemistry.

Biotechnology Organizations in Action

Author : J. Norus
Publisher : Elsevier
ISBN 13 : 9780080528168
Total Pages : 240 pages
Book Rating : 4.5/5 (281 download)

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Book Synopsis Biotechnology Organizations in Action by : J. Norus

Download or read book Biotechnology Organizations in Action written by J. Norus and published by Elsevier. This book was released on 2002-03-06 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume analyzes the dynamics and interactive processes among the players (individuals, institutions, and organizations/firms) that have constituted and legitimized the development of the biotechnology industries. The unit of analysis is small entrepreneurial firms developing biotechnological products and processes. What types of strategies are small entrepreneurs pursuing in order to create markets for their new products and processes, and how have specific strategies emerged? The primary interest is the network process through which the technological field and the development of institutions and routines evolve and co-evolve. The theoretical contribution of the book is its focus on the development of the concept of networks. From being regarded as a relative static concept the book transforms the concept into a dynamic concept of networking. The dynamic view on the creation and development of new technologies through network formations is linked to the concept of strategy that is used throughout the book. Hence the strategies are developed along with the creation of technological knowledge, and it is hoped that the diffusion of this specific knowledge will bring new actors into the technological arena or community. This book will be useful to the academic community, those studying the formation of networks, strategic management, organizational behavior, and management of technology, as well as business observers with a specific interest in the evolution of the biotechnology industry.

Active Investing in the Age of Disruption

Author : Evan L. Jones
Publisher : John Wiley & Sons
ISBN 13 : 1119688078
Total Pages : 208 pages
Book Rating : 4.1/5 (196 download)

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Book Synopsis Active Investing in the Age of Disruption by : Evan L. Jones

Download or read book Active Investing in the Age of Disruption written by Evan L. Jones and published by John Wiley & Sons. This book was released on 2020-04-09 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Outperforming the market—or “alpha creation” as it’s sometimes called—is very possible with the proper investment discipline and methodologies. But the market-beating strategies that will work today are not the same as those that worked in the past. Central bank intervention and the accelerated pace of technology have caused an increase in the disruption of traditional business models across many industries. These industry paradigm shifts combined with macro-driven financial markets have created one of the toughest environments for active investment managers in history. Active Investing in the Age of Disruption details the disruptive forces in the market today and how to navigate them to outperform. This book discusses winning equity investment strategies with lofty goals of alpha creation. Understanding the limits and potential of each unique investment methodology and portfolio strategy will allow you to generate higher returns. Even when your luck runs out or the market works against you, the ideas and disciplined approach in this book will keep you one step ahead of the market. · Understand the disruptive forces affecting the market today · Discover equity investment strategies uniquely targeting alpha generation—beating the market · Understand which features of active investing need to be implemented and stressed from a risk perspective to outperform the market · Learn which previously solid investment tenets may no longer hold true in the age of market disruption · Hone the craft of active investing—identify markets with the greatest profit potential, hedge against strategy limitations, and more It has been a very tough decade for active investment managers, but this book will inspire you to think differently about risks and opportunity. A deeper understanding of the forces affecting the market and a commitment to refining your investment process using the techniques in this book will help you step across the margin of error between under and outperforming.

Managing the Design Factory

Author : Donald Reinertsen
Publisher : Simon and Schuster
ISBN 13 : 0684839911
Total Pages : 296 pages
Book Rating : 4.6/5 (848 download)

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Book Synopsis Managing the Design Factory by : Donald Reinertsen

Download or read book Managing the Design Factory written by Donald Reinertsen and published by Simon and Schuster. This book was released on 1997-10 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the bestselling author of Developing Products in Half the Time, this book presents a comprehensive approach to managing design-in-process inventory.

Marketing for Engineers

Author : Stan Haavik
Publisher : Institute of Electrical & Electronics Engineers(IEEE)
ISBN 13 :
Total Pages : 100 pages
Book Rating : 4.F/5 ( download)

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Book Synopsis Marketing for Engineers by : Stan Haavik

Download or read book Marketing for Engineers written by Stan Haavik and published by Institute of Electrical & Electronics Engineers(IEEE). This book was released on 1996 with total page 100 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's highly competitive world, products cannot be created in a vacuum. Engineers, as the product creators, must know the markets they are creating for. To do that well, they must understand the basic principles of marketing and how they apply to product development.

The Offshoring of Engineering

Author : National Academy of Engineering
Publisher : National Academies Press
ISBN 13 : 0309114837
Total Pages : 241 pages
Book Rating : 4.3/5 (91 download)

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Book Synopsis The Offshoring of Engineering by : National Academy of Engineering

Download or read book The Offshoring of Engineering written by National Academy of Engineering and published by National Academies Press. This book was released on 2008-08-14 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: The engineering enterprise is a pillar of U.S. national and homeland security, economic vitality, and innovation. But many engineering tasks can now be performed anywhere in the world. The emergence of "offshoring"- the transfer of work from the United States to affiliated and unaffiliated entities abroad - has raised concerns about the impacts of globalization. The Offshoring of Engineering helps to answer many questions about the scope, composition, and motivation for offshoring and considers the implications for the future of U.S. engineering practice, labor markets, education, and research. This book examines trends and impacts from a broad perspective and in six specific industries - software, semiconductors, personal computer manufacturing, construction engineering and services, automobiles, and pharmaceuticals. The Offshoring of Engineering will be of great interest to engineers, engineering professors and deans, and policy makers, as well as people outside the engineering community who are concerned with sustaining and strengthening U.S. engineering capabilities in support of homeland security, economic vitality, and innovation.

Computerworld

Author :
Publisher :
ISBN 13 :
Total Pages : 108 pages
Book Rating : 4./5 ( download)

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Book Synopsis Computerworld by :

Download or read book Computerworld written by and published by . This book was released on 2000-04-10 with total page 108 pages. Available in PDF, EPUB and Kindle. Book excerpt: For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.