Oracle Crm A Complete Guide 2020 Edition

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Oracle Fusion Applications Development and Extensibility Handbook

Author : Vladimir Ajvaz
Publisher : McGraw Hill Professional
ISBN 13 : 0071743707
Total Pages : 546 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Oracle Fusion Applications Development and Extensibility Handbook by : Vladimir Ajvaz

Download or read book Oracle Fusion Applications Development and Extensibility Handbook written by Vladimir Ajvaz and published by McGraw Hill Professional. This book was released on 2014-01-03 with total page 546 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master Oracle Fusion Applications Design and Personalization Deliver highly adaptable business applications that bolster productivity and drive informed decision-making. Oracle Fusion Applications Development and Extensibility Handbook contains best practices, real-world case studies, and technical deep dives. Discover how to manage design- and run-time customizations, extend existing UIs and build new ones, secure your applications, and integrate with other systems. This Oracle Press guide offers complete coverage of the latest cloud and SOA-based features. Explore Oracle Fusion Applications components and architecture Plan, develop, debug, and deploy customizations Extend out-of-the-box functionality with Oracle JDeveloper Modify web applications using Oracle Composer Incorporate Oracle SOA Suite 11g composites Validate code through sandboxes and test environments Secure data using authorization, authentication, and encryption Design and distribute personalized BI reports Automate jobs with Oracle Enterprise Scheduler Change appearance and branding of your applications with the Oracle ADF Skin Editor Extend and customize CRM with Application Composer

Oracle E-Business Suite Manufacturing & Supply Chain Management

Author : Bastin Gerald
Publisher : McGraw Hill Professional
ISBN 13 : 0071712860
Total Pages : 882 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Oracle E-Business Suite Manufacturing & Supply Chain Management by : Bastin Gerald

Download or read book Oracle E-Business Suite Manufacturing & Supply Chain Management written by Bastin Gerald and published by McGraw Hill Professional. This book was released on 2002-01-08 with total page 882 pages. Available in PDF, EPUB and Kindle. Book excerpt: Implement Oracle's Internet-based Manufacturing and Supply Chain Management products using this Oracle authorized resource. This comprehensive guide explains how to implement the planning, engineering, pricing, order fulfillment, and inventory management components of Oracle Manufacturing and Supply Chain--and develop and deliver goods and services faster, cheaper, and more efficiently than your competitors.

Behind the Cloud

Author : Marc Benioff
Publisher : John Wiley & Sons
ISBN 13 : 0470521163
Total Pages : 311 pages
Book Rating : 4.4/5 (75 download)

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Book Synopsis Behind the Cloud by : Marc Benioff

Download or read book Behind the Cloud written by Marc Benioff and published by John Wiley & Sons. This book was released on 2009-10-19 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: How did salesforce.com grow from a start up in a rented apartment into the world's fastest growing software company in less than a decade? For the first time, Marc Benioff, the visionary founder, chairman and CEO of salesforce.com, tells how he and his team created and used new business, technology, and philanthropic models tailored to this time of extraordinary change. Showing how salesforce.com not only survived the dotcom implosion of 2001, but went on to define itself as the leader of the cloud computing revolution and spark a $46-billion dollar industry, Benioff's story will help business leaders and entrepreneurs stand out, innovate better, and grow faster in any economic climate. In Behind the Cloud, Benioff shares the strategies that have inspired employees, turned customers into evangelists, leveraged an ecosystem of partners, and allowed innovation to flourish.

Customer Relationship Management

Author : Francis Buttle
Publisher : Routledge
ISBN 13 : 1856175227
Total Pages : 495 pages
Book Rating : 4.8/5 (561 download)

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Book Synopsis Customer Relationship Management by : Francis Buttle

Download or read book Customer Relationship Management written by Francis Buttle and published by Routledge. This book was released on 2009 with total page 495 pages. Available in PDF, EPUB and Kindle. Book excerpt: This title presents an holistic view of CRM, arguing that its essence concerns basic business strategy - developing and maintaining long-term, mutually beneficial relationships with strategically significant customers - rather than the operational tools which achieve these aims.

Implementing Oracle Integration Cloud Service

Author : Robert van Molken
Publisher : Packt Publishing Ltd
ISBN 13 : 1786469561
Total Pages : 499 pages
Book Rating : 4.7/5 (864 download)

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Book Synopsis Implementing Oracle Integration Cloud Service by : Robert van Molken

Download or read book Implementing Oracle Integration Cloud Service written by Robert van Molken and published by Packt Publishing Ltd. This book was released on 2017-01-20 with total page 499 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understand everything you need to know about Oracle's Integration Cloud Service and how to utilize it optimally for your business About This Book The only guide to Integration Cloud Service in the market Focused on practical action to deliver business value A professional's guide to an expensive product, providing comprehensive training, and showing how to extract real business value from the product Who This Book Is For This book is ideal for any IT professional working with ICS, any Oracle application or cloud solution developer or analyst who wants to work with ICS to deliver business value. What You Will Learn Use ICS to integrate different systems together without needing to be a developer Gain understanding of what a number of technologies and standards provide – without needing to understand the fine details of those standards and technologies Understand the use of connectors that Oracle provide from technology based connections such as file and database connections to SaaS solutions ranging from Salesforce to Twitter Enrich data and extend SaaS integration to route to different instances Utilize a number of tools to help develop and check that your integrations work before connecting to live systems Introduce and explain integration concepts so that the integrations created are maintainable and sustainable for the longer term Provide details on how to keep up to date with the features that Oracle and partners provide in the future Get special connections developed to work with ICS In Detail Businesses are built on data, and applications that access that data. In modern businesses the same cloud-based data stores and applications might be accessed by hundreds of different applications from thousands of different devices via APIs. To make this happen, APIs must be wired together i.e. integrated. Oracle Integration Cloud Service provides a complete method for integrating enterprise applications in the cloud. Integration Cloud Service (ICS) provides a cloud hosted means to integrate systems together using a graphical means to define and represent integrations. This book will be a comprehensive, hands-on guide to building successful, high-availability integrations on ICS. This book sets out to demonstrate how ICS can be used to effectively implement integrations that work both in the cloud and on premise. It starts with a fast, practical introduction to what ICS can do for your business and then shows how ICS allows you to develop integrations not only quickly but in a way that means they are maintainable and extensible. Gradually it moves into more advanced integrations, showing how to achieve sophisticated results with ICS and work with external applications. Finally the book shows you how to monitor cloud apps and go beyond ICS to build even more powerful integrated applications. By the end of the book, you will the knowledge on how to use ICS to solve your own integration needs and harness the technologies in a maintainable and sustainable manner. Style and approach This book will take a pragmatic approach and will be a business-focused guide to delivering business value with ICS.

Beginners Guide To Oracle HCM Cloud

Author : Ashish Harbhajanka
Publisher : Ashish Harbhajanka
ISBN 13 :
Total Pages : 1530 pages
Book Rating : 4./5 ( download)

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Book Synopsis Beginners Guide To Oracle HCM Cloud by : Ashish Harbhajanka

Download or read book Beginners Guide To Oracle HCM Cloud written by Ashish Harbhajanka and published by Ashish Harbhajanka. This book was released on 2020-05-28 with total page 1530 pages. Available in PDF, EPUB and Kindle. Book excerpt: A handy reference guide explaining core concepts of Oracle HCM Cloud Application. All the worked out examples have been performed in a SaaS Deployment but very well applies for an On-Premise or Hybrid Deployment Model too. Topics include HCM Data Loader, HCM Spreadsheet Data Loader, HCM Extracts, BI Publisher Reports, OTBI Analysis, Web-Services, Developer Connect, Functional Setup Manager, Personalization, Customization, Absence Management, Fast Formulas, Scheduled Processes, Value-Sets, Profile Options, Lookups, Approval Workflows, Notifications, Rest API

Artificial Intelligence for Customer Relationship Management

Author : Boris Galitsky
Publisher : Springer
ISBN 13 : 9783030521660
Total Pages : 445 pages
Book Rating : 4.5/5 (216 download)

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Book Synopsis Artificial Intelligence for Customer Relationship Management by : Boris Galitsky

Download or read book Artificial Intelligence for Customer Relationship Management written by Boris Galitsky and published by Springer. This book was released on 2021-01-08 with total page 445 pages. Available in PDF, EPUB and Kindle. Book excerpt: This research monograph brings AI to the field of Customer Relationship Management (CRM) to make a customer experience with a product or service smart and enjoyable. AI is here to help customers to get a refund for a canceled flight, unfreeze a banking account or get a health test result. Today, CRM has evolved from storing and analyzing customers’ data to predicting and understanding their behavior by putting a CRM system in a customers’ shoes. Hence advanced reasoning with learning from small data, about customers’ attitudes, introspection, reading between the lines of customer communication and explainability need to come into play. Artificial Intelligence for Customer Relationship Management leverages a number of Natural Language Processing (NLP), Machine Learning (ML), simulation and reasoning techniques to enable CRM with intelligence. An effective and robust CRM needs to be able to chat with customers, providing desired information, completing their transactions and resolving their problems. It introduces a systematic means of ascertaining a customers’ frame of mind, their intents and attitudes to determine when to provide a thorough answer, a recommendation, an explanation, a proper argument, timely advice and promotion or compensation. The author employs a spectrum of ML methods, from deterministic to statistical to deep, to predict customer behavior and anticipate possible complaints, assuring customer retention efficiently. Providing a forum for the exchange of ideas in AI, this book provides a concise yet comprehensive coverage of methodologies, tools, issues, applications, and future trends for professionals, managers, and researchers in the CRM field together with AI and IT professionals.

Softwar

Author : Matthew Symonds
Publisher : Simon and Schuster
ISBN 13 : 1439127581
Total Pages : 540 pages
Book Rating : 4.4/5 (391 download)

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Book Synopsis Softwar by : Matthew Symonds

Download or read book Softwar written by Matthew Symonds and published by Simon and Schuster. This book was released on 2013-04-30 with total page 540 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a business where great risks, huge fortunes, and even bigger egos are common, Larry Ellison stands out as one of the most outspoken, driven, and daring leaders of the software industry. The company he cofounded and runs, Oracle, is the number one business software company: perhaps even more than Microsoft's, Oracle's products are essential to today's networked world. But Oracle is as controversial as it is influential, as feared as it is revered, thanks in large part to Larry Ellison. Though Oracle is one of the world's most valuable and profitable companies, Ellison is not afraid to suddenly change course and reinvent Oracle in the pursuit of new and ever more ambitious goals. Softwar examines the results of these shifts in strategy and the forces that drive Ellison relentlessly on. In Softwar, journalist Matthew Symonds gives readers an exclusive and intimate insight into both Oracle and the man who made it and runs it. As well as relating the story of Oracle's often bumpy path to industry dominance, Symonds deals with the private side of Ellison's life. From Ellison's troubled upbringing by adoptive parents and his lifelong search for emotional security to the challenges and opportunities that have come with unimaginable wealth, Softwar gets inside the skin of a fascinating and complicated human being. With unlimited insider access granted by Ellison himself, Symonds captures the intensity and, some would say, the recklessness that have made Ellison a legend. The result of more than a hundred hours of interviews and many months spent with Ellison, Softwar is the most complete portrait undertaken of the man and his empire -- a unique and gripping account of both the way the computing industry really works and an extraordinary life. Despite his closeness to Ellison, Matthew Symonds is a candid and at times highly critical observer. And in perhaps the book's most unusual feature, Ellison responds to Symonds's portrayal in the form of a running footnoted commentary. The result is one of the most fascinating business stories of all time.

THE DEFINITIVE GUIDE TO B2B DIGITAL TRANSFORMATION

Author : Fred Geyer
Publisher : Frederick Geyer
ISBN 13 : 1734296925
Total Pages : 281 pages
Book Rating : 4.7/5 (342 download)

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Book Synopsis THE DEFINITIVE GUIDE TO B2B DIGITAL TRANSFORMATION by : Fred Geyer

Download or read book THE DEFINITIVE GUIDE TO B2B DIGITAL TRANSFORMATION written by Fred Geyer and published by Frederick Geyer. This book was released on 2020-05-26 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book guides B2B leaders along a step by step path to uncommon growth through three transformative shifts: The Digital Selling Shift to digital demand generation, The Digital Customer Experience Makeover to digital customer engagement, The Digital Proposition Pivot to data-powered, digital solutions. The Definitive Guide is informed by the work of Fred Geyer at Prophet, a leading digital transformation consultancy, and Joerg Niessing at INSEAD, a global standard-bearer for business education. Rich case studies from Maersk, Michelin, Adobe, and Air Liquide with best practices from IBM, Salesforce.com, Thyssenkrupp, and scores of leading B2B companies illustrate how putting customers at the heart of digital transformation drives uncommon growth. Fred and Joerg map the route from customer insight to in-market implementation for each transformational shift in four steps: Where to Play - Identify top customer growth opportunities, How to Win - Build the strategy to win customer preference, What to Do - Effectively deliver the strategy, Who is Needed - Assemble the team to make it happen. The two biggest barriers to successful digital transformation, effectively using customer data and enabling employees, are addressed by outlining a clear path to navigate forward based on best practices from other leading companies. The guide has won rave reviews from B2B leaders: "This book illuminates the secret sauce of digital transformation in the B2B space" – David Aaker, renowned brand strategist and bestselling author. "A thought-provoking exploration of three crucial transformational shifts for B2B companies" – Vincent Clerc, CEO, Maersk Ocean & Logistics "This is a great guide to applying best practices to the formidable challenge of digital transformation in complex markets and supply chains." – Dr. Lars Brzoska, Chairman of the Board of Management, Jungheinrich AG. "By providing case examples and step by step assistance in determining where to play, how to win, what to do and who to win, this book fulfilled my need for inspiring and pragmatic transformation guidance" – Lindy Hood, Chief Customer Experience Officer, Zurich Financial North America

Real-World Software Development

Author : Raoul-Gabriel Urma
Publisher : "O'Reilly Media, Inc."
ISBN 13 : 1491967129
Total Pages : 194 pages
Book Rating : 4.4/5 (919 download)

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Book Synopsis Real-World Software Development by : Raoul-Gabriel Urma

Download or read book Real-World Software Development written by Raoul-Gabriel Urma and published by "O'Reilly Media, Inc.". This book was released on 2019-12-02 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Explore the latest Java-based software development techniques and methodologies through the project-based approach in this practical guide. Unlike books that use abstract examples and lots of theory, Real-World Software Development shows you how to develop several relevant projects while learning best practices along the way. With this engaging approach, junior developers capable of writing basic Java code will learn about state-of-the-art software development practices for building modern, robust and maintainable Java software. You’ll work with many different software development topics that are often excluded from software develop how-to references. Featuring real-world examples, this book teaches you techniques and methodologies for functional programming, automated testing, security, architecture, and distributed systems.

Trailblazer

Author : Marc Benioff
Publisher : Currency
ISBN 13 : 1984825208
Total Pages : 272 pages
Book Rating : 4.9/5 (848 download)

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Book Synopsis Trailblazer by : Marc Benioff

Download or read book Trailblazer written by Marc Benioff and published by Currency. This book was released on 2019-10-15 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW YORK TIMES BESTSELLER • The founder and co-CEO of Salesforce delivers an inspiring vision for successful companies of the future—in which changing the world is everyone’s business. “The gold standard on how to use business as a platform for change at this urgent time.”—Ray Dalio, founder of Bridgewater Associates and author of Principles: Life and Work What’s the secret to business growth and innovation and a purpose-driven career in a world that is becoming vastly more complicated by the day? According to Marc Benioff, the answer is embracing a culture in which your values permeate everything you do. In Trailblazer, Benioff gives readers a rare behind-the-scenes look at the inner workings of one of the world’s most admired companies. He reveals how Salesforce’s core values—trust, customer success, innovation, and equality—and commitment to giving back have become the company’s greatest competitive advantage and the most powerful engine of its success. Because no matter what business you’re in, Benioff says, values are the bedrock of a resilient company culture that inspires all employees, at every level, to do the best work of their lives. Along the way, he shares insights and best practices for anyone who wants to cultivate a company culture positioned to thrive in the face of the inevitable disruption ahead. None of us in the business world can afford to sit on the sidelines and ignore what’s going on outside the walls of our workplaces. In the future, profits and progress will no longer be sustainable unless they serve the greater good. Whether you run a company, lead a small team, or have just draped an ID badge around your neck for the first time, Trailblazer reveals how anyone can become an agent of change. Praise for Trailblazer “A guide for what every business and organization must do to thrive in this period of profound political and economic change.”—Jamie Dimon, chairman and CEO of JPMorgan Chase “In Trailblazer, Benioff explores how companies can nurture a values-based culture to become powerful platforms for change.”—Susan Wojcicki, CEO of YouTube

CISA Certified Information Systems Auditor Study Guide

Author : David L. Cannon
Publisher : John Wiley & Sons
ISBN 13 : 1119056241
Total Pages : 696 pages
Book Rating : 4.1/5 (19 download)

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Book Synopsis CISA Certified Information Systems Auditor Study Guide by : David L. Cannon

Download or read book CISA Certified Information Systems Auditor Study Guide written by David L. Cannon and published by John Wiley & Sons. This book was released on 2016-03-14 with total page 696 pages. Available in PDF, EPUB and Kindle. Book excerpt: The ultimate CISA prep guide, with practice exams Sybex's CISA: Certified Information Systems Auditor Study Guide, Fourth Edition is the newest edition of industry-leading study guide for the Certified Information System Auditor exam, fully updated to align with the latest ISACA standards and changes in IS auditing. This new edition provides complete guidance toward all content areas, tasks, and knowledge areas of the exam and is illustrated with real-world examples. All CISA terminology has been revised to reflect the most recent interpretations, including 73 definition and nomenclature changes. Each chapter summary highlights the most important topics on which you'll be tested, and review questions help you gauge your understanding of the material. You also get access to electronic flashcards, practice exams, and the Sybex test engine for comprehensively thorough preparation. For those who audit, control, monitor, and assess enterprise IT and business systems, the CISA certification signals knowledge, skills, experience, and credibility that delivers value to a business. This study guide gives you the advantage of detailed explanations from a real-world perspective, so you can go into the exam fully prepared. Discover how much you already know by beginning with an assessment test Understand all content, knowledge, and tasks covered by the CISA exam Get more in-depths explanation and demonstrations with an all-new training video Test your knowledge with the electronic test engine, flashcards, review questions, and more The CISA certification has been a globally accepted standard of achievement among information systems audit, control, and security professionals since 1978. If you're looking to acquire one of the top IS security credentials, CISA is the comprehensive study guide you need.

Advanced Web Metrics with Google Analytics

Author : Brian Clifton
Publisher : John Wiley and Sons
ISBN 13 : 9780470634943
Total Pages : 530 pages
Book Rating : 4.6/5 (349 download)

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Book Synopsis Advanced Web Metrics with Google Analytics by : Brian Clifton

Download or read book Advanced Web Metrics with Google Analytics written by Brian Clifton and published by John Wiley and Sons. This book was released on 2010-04-22 with total page 530 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with insider tips and tricks, this how-to guide is fully revised to cover the latest version of Google Analytics and shows you how to implement proven Web analytics methods and concepts. This second edition of the bestselling Advanced Web Metrics with Google Analytics is the perfect book for marketers, vendors, consultants, and Webmasters who want to learn the installation, configuration, tracking techniques, and best practices of Google Analytics. Google Analytics is a free tool that measures Web site effectiveness and helps users better understand how web site performance; this book is a detailed usage guide written by one of the software's original creators Explains what filters keep data accurate, how to measure Flash usage and tag for e-mail marketing, and what visitor segmentation provides the most useful feedback Examines principles and practices of Web analytics, then shows how to use GA's reports and how to track dynamic Web pages, banners, outgoing links, and contact forms Discusses advanced setups for configuring goals and filters, how to integrate GA with third-party systems, and how to leverage the new API Advanced Web Metrics with Google Analytics, Second Edition is valuable for both novice and experienced users of Google Analytics.

Management Information Systems

Author : Kenneth C. Laudon
Publisher : Pearson Educación
ISBN 13 : 9789702605287
Total Pages : 618 pages
Book Rating : 4.6/5 (52 download)

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Book Synopsis Management Information Systems by : Kenneth C. Laudon

Download or read book Management Information Systems written by Kenneth C. Laudon and published by Pearson Educación. This book was released on 2004 with total page 618 pages. Available in PDF, EPUB and Kindle. Book excerpt: Management Information Systems provides comprehensive and integrative coverage of essential new technologies, information system applications, and their impact on business models and managerial decision-making in an exciting and interactive manner. The twelfth edition focuses on the major changes that have been made in information technology over the past two years, and includes new opening, closing, and Interactive Session cases.

Customer Relationship Management

Author : Samit Chakravorti
Publisher : SAGE Publications Limited
ISBN 13 : 1529613345
Total Pages : 213 pages
Book Rating : 4.5/5 (296 download)

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Book Synopsis Customer Relationship Management by : Samit Chakravorti

Download or read book Customer Relationship Management written by Samit Chakravorti and published by SAGE Publications Limited. This book was released on 2023-02-23 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: Customer Relationship Management: A Global Approach provides a uniquely global, holistic, strategic and tactical grounding in managing customer and other stakeholder experiences and relationships across the value chain, cultures and countries. Reflecting the global structures of companies operating today, the author draws on his research knowledge alongside industry and teaching experience to connect Customer Relationship Management (CRM) core concepts, processes and strategies with international business opportunities and challenges, including globalization and cross-cultural marketing. Emphasis is placed on the need for developing cross-cultural skills and cultural intelligence for identifying and fulfilling cross country CRM opportunities, through analytical, strategic, operational and social CRM projects. Written in an accessible style throughout, the eleven chapters provide ample depth to support a full course related to CRM, spanning: · CRM foundations · planning and implementation · managing stakeholder relationships · improving global CRM implementation Wide-ranging case studies include: Royal Bank of Scotland, the Nike hijab, Instagram, HubSpot and the pharmaceutical industry in India. The text will appeal to advanced undergraduate and graduate students studying CRM, Relationship Marketing and International Marketing, as well as CRM and marketing practitioners. Samit Chakravorti is an Associate Professor of Marketing at Western Illinois University in the United States.

Handbook of Research on Innovation and Development of E-Commerce and E-Business in ASEAN

Author : Almunawar, Mohammad Nabil
Publisher : IGI Global
ISBN 13 : 1799849856
Total Pages : 883 pages
Book Rating : 4.7/5 (998 download)

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Book Synopsis Handbook of Research on Innovation and Development of E-Commerce and E-Business in ASEAN by : Almunawar, Mohammad Nabil

Download or read book Handbook of Research on Innovation and Development of E-Commerce and E-Business in ASEAN written by Almunawar, Mohammad Nabil and published by IGI Global. This book was released on 2020-08-28 with total page 883 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business-to-consumer (B2C) and consumer-to-consumer (C2C) e-commerce transactions, including social commerce, are rapidly expanding, although e-commerce is still small when compared to traditional business transactions. As the familiarity of making purchases using smart devices continues to expand, many global and regional investors hope to target the ASEAN region to tap into the rising digital market in this region. The Handbook of Research on Innovation and Development of E-Commerce and E-Business in ASEAN is an essential reference source that discusses economics, marketing strategies, and mobile payment systems, as well as digital marketplaces, communication technologies, and social technologies utilized for business purposes. Featuring research on topics such as business culture, mobile technology, and consumer satisfaction, this book is ideally designed for policymakers, financial managers, business professionals, academicians, students, and researchers.

Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition

Author : John Care
Publisher : Artech House
ISBN 13 : 1608077446
Total Pages : 407 pages
Book Rating : 4.6/5 (8 download)

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Book Synopsis Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition by : John Care

Download or read book Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition written by John Care and published by Artech House. This book was released on 2014-07-01 with total page 407 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.